Account Executive

Description

Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

We are looking for an Enterprise Account Executive to be based in Madrid, Spain to work with customers in the Energy & Utilities and/or Construction industry sectors. You will be in charge driving major enterprise accounts, establish relationships and provide direct touch across all levels of the end customer, engaging with the top SI’s.

Your ability to penetrate new customers and organizations within your assigned accounts is essential to your being successful in this role.

Cross-functional teams from Appian Marketing, Business Development, Legal, Deal Desk, Customer Success and Solution Consulting functions provide support and tools for you to use to attain and exceed sales performance goals.

What you’ll be doing:

• Use company-wide success and use cases as a blueprint and add own ideas and vertical knowledge
• Resolve if the customer has a valid business need for Appian platform and Customer success services
• Discuss business drivers and value with relevant decision makers also on C-Level
• Build and strengthen your business relationships with existing accounts across all hierarchies; follow-up to ensure all their post-sales needs are being met
• Recommend marketing strategies
• Provide status information including forecast/pipeline information
• Identify Appian customer references that can be utilized when reference selling

What we need to see:

• Experience in influencing Digital transformation, Customer services, Customer experience initiatives at Cx0 level and consulting partners
• Energy & Utilities and/or Construction industry experience and knowledge
• A strong understanding of the sales process, expertise in managing complex sales situations, long sales cycles and partner-led business.
• Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills. Ability and confidence to work with C Level customers
• Ability to travel within the assigned region, working closely with Managers, and SI partners.
• Occasional travel outside of region required
• High energy with the capability to multitask in a dynamic, rapidly growing organization
• Entrepreneurial spirit, Autonomy and Curiosity
• A detailed understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.

Appian Corporation is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker,  Pay Transparency Nondiscrimination .   

If you need a reasonable accommodation for any part of the employment process, please contact us by email at  ReasonableAccommodations@appian.com  and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.