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.
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)
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