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Senior Consultant, Market Strategy

Reston | Virginia | United States

Senior Consultant, Market Strategy

Appian is seeking a sales/consulting professional with very robust technical and market positioning skills to join the marketing organization for the role of Senior Consultant, Market Strategy.

This role will address important needs:

1) Articulating Appian’s competitive positioning through collateral and sales enablement sessions, demonstrating product technical capabilities and strengths.

2) Managing competitive programs and assisting the sales organization at competitive sales cycles, traveling to on-site meetings and/or attending remotely.

We’re looking for a senior professional with more than 3 years of prior experience working with BPM, Case Management and Low-Code enterprise software development platforms. The right candidate will have hands-on experience implementing applications and demonstrating the technical value to new customers during proof of concepts and other stages during the sales cycle.

Responsibilities:

  • Execute competitive sales and marketing programs e.g., leading competitive SWAT Team calls and attending prospect and customer on-site meetings to support the sales team.
  • Perform primary and secondary research on competitors. Drive the creation and update of competitive sales and marketing collateral.
  • Develop presentations and organize knowledge sharing sessions to train Appian sales, marketing and product organizations around competitive positioning vs. top competitors and technical gap analysis.
  • Analyze data relating to Appian’s performance vs. competitors and perform win/loss analysis, reports and presentations to executives.




Qualifications:

  • 3+ years of recent development experience with at least one of the leading BPM/Case Management/Low-Code vendors (experience with Appian a plus)
  • Ability understand other BPM and Case Management enterprise platform technologies and how they compare with Appian’s platform at the architecture and functional levels.
  • Ability to create strategic and tactical competitive content aligned to the needs of buyers with a focus on both business executive and developer persona.
  • Strong written and oral communication skills. Competitive positioning writing.  Relationships building skills. Presentation skills.
  • Successfully completing the Appian Technical Academy training
  • Travel required (up to 30%)
  • BA/BS degree required

 

About Appian:

At Appian, you will help us build our award-winning PaaS product that enables business people to build cloud and mobile enterprise applications with flexible, visual models instead of custom code. Appian discovers and unites enterprise data, connects users through social and collaborative engagement in the context of business data, and provides the leading suite of business process technology to enable rapid application development and optimization in every industry.

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