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Director, Partner Development

  • McLean, Virginia
  • Sales
  • Added


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.

Our Director, Partner Development, will be responsible for building & executing our partner recruitment strategy.  This senior leader will manage a team of Partner Development Managers to activate productive recruited partners.


  • Grow net new customer acquisition and usage through building productive partners via executive commitment, GTM planning, practice development, sales execution & customer success

  • Assist partners with attaining partner program competency in mutually agreed upon partner programs and pathways

  • Drive targeted customers prospects and pipeline through demand generation activities

  • Ensure partner and customer satisfaction through coordinating appropriate Appian resources and developing strong Appian platform implementation services capabilities 

Team Accountability

  • Execute partner profiling and prospecting strategy 

  • Develop and activate new Appian partners focused on platform & solution sales​

  • Engage with a defined partner portfolio to build productive partners 

  • Maximize partner revenue generation through pipeline management, planning, sales 

  • alignment, and practice development​

  • Utilize a business planning approach to develop partners, strengthen relationships, and drive partner commitment to Appian

Team Metrics

  • # of Recruited and Activated Partners

  • # of Productive Partners

  • # of Sales Accreditations

  • # of Deployment Certifications

  • # of New Customers Acquired

  • # of Pipeline and Closed Deals


  • Bachelor’s Degree, preferably in Computer Science or Business

  • Minimum 10+ years partner/channel software sales & partner development experience 

  • Demonstrated business development success and the construction of resell and services "practices" around specific software products

  • Working knowledge of business process automation and how partners monetize their respective business across multiple business models

  • Working knowledge of solution selling methodology and practice

  • Excellent written/verbal communication and presentation skills

  • Confident, competitive, thorough, and tenacious attitude

  • Able to work independently, but within a team environment

  • Ability to travel up to 50%

Tools and Resource 

  • Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires. 
  • Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
  • Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups . These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.

About Appian

Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit . [Nasdaq: APPN]

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Appian Corporation is an equal opportunity 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, genetic information, 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 . Appian provides reasonable accommodations to applicants and employees in accordance with all applicable laws .

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