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Regional Vice President, Department of Defense 

 Reston

Regional Vice President, Department of Defense

Reston | Virginia | United States

Can you consistently deliver customer success and obtain outstanding results when you have a great product to sell? 

Appian could be the place for you.

The Appian Platform is unifying technology that makes all of our customers’ systems better. We offer a cutting-edge product that brings together process, data, collaboration, and low-code mobile app development. And, it’s getting noticed. PC Mag called Appian, “…the most mature, easiest to use low-code platform we tested for creating BPM apps.” What’s more? Organizations around the world are buying in ever-larger amounts and deploying Appian far and wide."

Appian is looking for a high-energy, results driven Regional Vice President to drive and manage the growth of our Federal DoD software and services sales team.

About you:

  • You have a successful track-record in enterprise software and technology sales within the DoD, ideally with emphasis on platform (PaaS) sales (BPM, Case Management, CRM)

  • You are a strategic thinker, capable of leading sales efforts across all functional areas of the enterprise

  • You are able to establish and maintain Executive relationships with customer key decision makers and thought leaders

  • You have keen management skills that include strategy and tactical planning/execution, territory decisioning, pricing/proposing, negotiating, and more

  • You’re adept at skillfully building and leading a sales organization selling into the Department of Defense, coaching sellers through the sales lifecycle, including customer facing meetings

  • You function as a member of the executive team, making valuable contributions to the overall go to market and sales strategy of the company

About the opportunity:

  • Responsible for all revenue streams from customers in the DoD

  • Working with and through other functional areas, responsible for  all aspects of the customer relationship life-cycle, from initial lead to sale, delivery and fulfillment of business case

  • Responsible for managing sales operations including pipeline and forecasting  

  • Responsible for achieving quarterly and yearly bookings targets

  • Manage sales staff to ensure they make yearly quota

  • Build relationships with key individuals within our prospect and customer base

  • Engage in strategy and tactical discussions with Account Executives and with coaches/champions to ensure Appian is best positioned to win

  • Ensure the team is successful in all facets of their job responsibilities:  software revenue, relationship building, pipeline building, forecast accuracy

  • Maintain excellent relationships with other departments within Appian (Professional Services, Finance, Marketing, Business Development Representatives)

#LI-KM1

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