Senior Advisory Solutions Consultant

Senior Advisory Solutions ConsultantMcLean, VirginiaHere 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.Senior Advisory Solutions Consultant - GAMLocation: McLean, Virginia, USA | Work Model: Onsite at Appian HeadquartersThe Solutions Consulting organization at Appian sits at the vital center of our global commercial engine, bridging the gap between sophisticated enterprise business needs and cutting-edge platform capabilities to secure the technical win. Our mission is to prove the undeniable value of Appian's platform within the AI-Powered Process Automation market, driving customer acquisition and fueling corporate growth. Under our SC 2.0 operating model, our consultants don't just demo features—they tell compelling stories, co-create solutions with customers, and help shape strategy with technical credibility and business insight.The OpportunityAs a Government Acquisition Management (GAM) Specialist Solutions Consultant, you will actively drive and manage the technology evaluation stage of the sales process for the GAM Suite. Working in conjunction with the solution sales team as the key technical adviser and product advocate. Using technical creativity and business acumen, you illustrate the value that Appian's GAM Suite can provide. You will engage and articulate product positioning to both business and technical users in competitive scenarios. You will also rapidly identify all technical issues of assigned opportunities to assure complete customer satisfaction through all stages of the sales process.What You'll DoPartner with Solution Sales Executives to achieve defined sales goalsDemonstrate how GAM is the premier acquisition solution for government customers by showcasing how it delivers on their desired outcomesPropose technical and creative business solutions in support of sales activitiesPresent technical and business aspects of proposed solutions and ability to adjust based on the audience: C-Level and line-levelRepresent GAM to customers in virtual and in-person presentations as well as at field events such as conferences, summits, seminars, etc.Assist with the radiation strategy within the target accounts by building customer relationshipsCollaborate with account teams who have the primary relationship with each account.Work with colleagues across the organization to receive the support needed to accomplish the technical goalsCore Capabilities/MindsetCustomer-obsessed mindset, a quick learner, and intrinsically motivated with a willingness to travel up to 70% to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.Exceptional communication and influencing skills, with the ability to uncover and understand business objectives, engage executives and technical decision makers, lead strategic discussions, and resolve technical concerns to advance customer outcomes.Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.Act as a true co-seller with your Solution Sales Executive and Sales Teams, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution.Facilitate customer roadmaps and transformation workshops with senior stakeholders.Technical CapabilitiesUnderstand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions).Design architectures that integrate Appian seamlessly into existing enterprise environments to extend value and accelerate ROI.Deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable ROI.Lead disciplined customer evaluations (POCs/POVs) with clear executive sponsorship, written success criteria, and measurable outcomes.Develop and contribute reusable assets including demos, architectural blueprints, frameworks, and customer success stories to global repositories for reuse.Preferred QualificationsStrong experience as a successful Pre-Sales Engineer OR a Professional Services/Consulting role that is client facing and involves sales scenarios - Able to do custom POCs and demosExperience and familiarity with the federal procurement lifecycle with the ability to articulate the process and common pain pointsAbility to strategically problem solve by thinking outside of the boxTechnical depth to respond orally and in writing to all functional and technical elements of RFIs/RFPsProven success conveying customer requirements to Product Management teamsFamiliarity with Business Process Management Platforms, Low Code Platforms, or Application Development Platforms is a plusFamiliarity in production environments (application servers, web servers, databases)Strong verbal and written communication skills and comfortable with customer interactions, requirements analysis, presentations, and system designRequired QualificationsBachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field5+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.US CitizenBase Salary Range$150,000 - $250,000 USDTools and ResourcesTraining 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.BenefitsAppian 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 AppianAppian provides AI automation for mission-critical work. 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 more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN] Appian