Commercial Account Manager

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you'll be part of a passionate team dedicated to accomplishing hard things, together.

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.

The Commercial Account Manager at Appian will focus on maximizing sales in the Broad Markets account segment, closing greenfield opportunities with strategic F2000 accounts while maintaining sustained transactional sales growth.

You will also improve sales in the territory by collaborating with the partner ecosystem to identify, develop, accelerate, up-sell and close transactions. The focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

In this role, you will:

• Build pipeline through prospecting and top-of-funnel activities.

• Directly sell through an inside, direct marketing environment to deliver sales targets and consistently achieve quota.

• Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis.

• Effectively develop channel relationships, communicate and coach ideas and concepts to external partner representatives on how to position and close Appian opportunities.

• Be accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings.

• Support field and partner marketing events.

• Accurately forecast license bookings, specific products revenue, CS bookings and new accounts on a weekly, monthly and quarterly basis via Salesforce.com.

• Build a business case and establish value: develop and present proposals to customers with information that demonstrates the ability of the Appian portfolio to meet the customers' business objectives and justify the sale.
  

Basic qualifications:

• Bachelors Degree in a related field required

• 1+ years of selling experience in a dynamic, highly competitive, ever-changing sales environment (internships included). Experience selling in the tech or SaaS fields preferred.

• Demonstrated experience exceeding/achieving KPIs and targeted business goals.

• Proven ability to leverage AI within your daily workflows to achieve more efficient outcomes.

• Demonstrated ability to take initiative and work independently in a fast-paced team environment ie. positive and competitive attitude with a strong work ethic.

• Passionate about hunting and closing new opportunities.

• Demonstrated time management and communication skills.

• Proficiency with Salesforce.com, LinkedIn Navigator, 6-Sense, G Suite and similar technologies, preferred by not required.

Tools and Resources

• 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.

Benefits

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country-please ask your Talent Acquisition contact for details specific to the location you are applying to.

About Appian

Appian provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We've been automating processes for 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]

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Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email View email address on click.appcast.io. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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