Partner Account Director - Public Sector

Job Description

Job Description

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 sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling for Appian. We are passionate about driving digital transformation by delivering the speed, agility, and efficiency our customers need to compete and grow.

Appian is seeking a Partner Account Director – U.S. Public Sector to collaborate with our Public Sector leadership team and drive strategy and go-to-market execution across our largest and most strategic partners. This role will be responsible for fostering executive alignment, generating consistent incremental partner-sourced revenue, and supporting exceptional service delivery.

This role will align assigned partners across executive, sales, technical, marketing, and delivery functions around Appian solutions to scale the business. The ideal candidate is a strategic and experienced partnerships leader who can develop joint business plans, drive enablement, secure executive buy-in, establish strong cross-functional relationships, and create a consistent operating rhythm that strengthens partnerships and accelerates revenue growth.

This role is based at our headquarters in McLean, Virginia. Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office five days a week to foster that culture and ensure we continue to thrive through shared ideas and teamwork. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.

In this role, you will:

• Develop and execute strategic business plans for Appian's largest and most strategic U.S. Public Sector partners.

• Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.

• Build executive alignment between Appian and assigned partners to establish shared priorities, investment plans, and growth objectives.

• Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives.

• Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.

• Build relationships across partner executive, sales, technical, marketing, and delivery organizations.

• Identify customer, partner, and marketplace trends that create opportunities for joint solutions and new routes to market.

• Partner with service providers to develop compelling consulting and implementation practices around Appian's software platform.

• Collaborate with Appian Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives.

• Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to Public Sector priorities.

• Navigate competing internal and external priorities while maintaining accountability for partner outcomes.

• Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions.

• Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.

• Create scalable partner management processes and workflows that improve consistency, accountability, and execution.

Success in this role will be measured by:

• Incremental partner-sourced and partner-influenced pipeline and revenue.

• Effectiveness of joint co-sell, resale, marketing, and demand-generation motions.

• Executive alignment and engagement across Appian and assigned partners.

• Development and execution of strategic joint business plans.

• Growth of partner-led service practices and solution offerings around Appian.

• Strength and consistency of the partner operating rhythm, including business reviews and action follow-through.

• Cross-functional alignment across Sales, Marketing, Services, Customer Success, and partner teams.

• Overall health, productivity, and strategic value of assigned partner relationships.

Qualifications:

• 10+ years of enterprise software sales, partnerships, alliances, business development, channel, or related go-to-market experience.

• 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.

• Demonstrated experience in the U.S. Public Sector market within a software company, technology distributor, systems integrator, or consulting organization.

• Proven success building and executing partner ecosystem go-to-market strategies.

• Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth.

• Deep understanding of Public Sector contracting, procurement, sales processes, and industry trends.

• Strong understanding of how government integrators and consulting firms operate and how software companies can help accelerate their growth.

• Experience selling or partnering with C-level executives and senior decision-makers.

• Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.

• Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution.

• Strong program management skills with the ability to establish accountability and scalable partner management processes.

• Executive presence and strong written, verbal, and presentation skills.

• Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders.

• Ability to thrive in a fast-changing environment while operating with autonomy and clear accountability for results.

• Bachelor's degree, preferably in Business, Computer Science, or a related field.

Preferred Qualifications:

• Experience working at a Global Systems Integrator or Federal Systems Integrator delivering technology solutions to the Public Sector market.

• Experience transitioning from a GSI or FSI into a software or SaaS organization.

• Working knowledge of business process automation and experience identifying and qualifying client solution areas.

• Experience orchestrating complex, multi-departmental solution sales.

• Experience helping service providers construct consulting and implementation practices around enterprise software products.

• Background in enterprise software, SaaS, cloud technology, or business process automation.

• Demonstrated success building new partner programs, routes to market, or joint solution offerings.

• Tenacious, competitive, thorough, and motivated by achieving superior results.

The base salary for this role is between $150,000–$300,000 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate's relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. A discretionary bonus may be awarded in recognition of individual and company performance.

In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

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The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate's relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.

In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Base Salary Range

$150,000—$300,000 USD

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.

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