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State & Local Government Solutions Sales Director

  • McLean, Virginia
  • Product
  • 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.

The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian Solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

As the State & Local Government Solutions Sales Director you will be responsible for driving adoption of Appian's industry-leading sourcing and procurement solutions (Appian Government eProcurement Suite) in the State & Local Government space. 

The Appian Government eProcurement Suite is a modern procurement solution specifically designed for Government agencies, and is the industry's only such solution built on a low-code intelligent automation platform, providing unprecedented flexibility and automation. In this role, you will have a unique opportunity to become a SME and evangelist for our growing suite of Appian Public Sector Solutions.

Location: Washington DC area preferred, but open to remote US.

To be successful in this role, you need:

  • Experience in, or strong knowledge of, navigating US State and Local sales cycles from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems

  • Proven expertise in crafting and driving comprehensive Go-to-Market (GTM) strategies, collaborating seamlessly with cross-functional teams including marketing, product management, and sales to achieve organizational objectives.

  • Extensive knowledge and experience of the State and Local procurement process, including best practices, regulations, stakeholder management, and system integrations, from initial requirement concept through contract execution and closeout.

  • Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value 

  • To excel as a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex sales deals

  • Desire to actively seek to understand industry trends to help position against competitors

Some of the tools and resources we will equip you with include:

  • Training:   Start with Value, which is our 2 week training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field.

  • Growth:  Growth opportunities available through promotion and participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication.

  • Product:   Our Appian solution products are driving digital transformation in government agencies, allowing our customers to increase staff productivity and improve program outcomes with a unified suite.

  • Culture:   You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks. Read more about how our sales culture values openness, curiosity, and collaboration here .

Basic Qualifications:

  • 10+ years of public sector procurement experience

  • Software sales experience, or knowledge of, selling complex technologies at the enterprise level to US State and Local Agencies 

  • Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory

  • Experience in the role of state procurement officer, or a history of successfully selling eProcurement Solutions/Case Management solutions is a plus

  • Experience selling eProcurement solutions is a plus

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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