Area Vice President, Commercial NA Services Sales
Area Vice President, Commercial NA Services Sales
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Job Description
Here at Appian our core values of Respect Work to Impact Ambition and Constructive Dissent & Resolution define who we short this means we constantly seek to understand the best for our customers we go beyond completion in our work we strive for excellence with intensity and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian youll be part of a passionate team thats dedicated to accomplishing hard things.
The best salespeople achieve the most when they are selling outstanding products solutions and services backed by an extraordinary company. Thats 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 AVP Commercial North America (CNA) Services Sales has ownership and accountability for the Appian Services Sales Plan and Go-to-Market. The leader in this newly established role will carry responsibility for the Services quota for EMEA and will build a team of Services Sales Specialists over time according to business need. They are responsible for top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to successfully close in partnership with our Core (Software) Sellers and Customer Success teams across a large geography.
Responsibilities:
Partner with Core (Software) Sales and Customer Success teams.
Build mentor and manage a high-performing sales team fostering a culture of accountability collaboration and success.
Develop implement and refine the sales strategy for services aligning with company goals and objectives in collaboration with Core (Software) Sales and Customer Success.
Develop and maintain Services Sales forecasts tracking key performance metrics to ensure that team targets are met.
Engage Customers and Prospects leading the end-to-end sales process for Customer Success while working in close collaboration with Core Sales Customer Success Value Engineering Industry Experts Field Marketing Executive Team and our Partners.
Develop and drive the overall long-term Services Sales Strategy with a primary focus on CNA adoption and expansion.
Build and manage a Services Sales Team focused across North America to consistently achieve or exceed revenue and growth targets.
To be successful in this role you need:
Experience leading teams both direct and matrix.
Experience navigating a complex sales cycle from start to finish leveraging internal resources within the larger sales organization cross functionally with the customer success team and externally across customer and partner ecosystems.
Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences highlighting your ability to perform client discovery communicate ROI and build business value.
A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals.
Actively seeking to understand industry trends to help position against competitors.
Basic Qualifications:
Ability to identify compelling value propositions that address customer needs by demonstrating an understanding of technology solutions.
15 years of direct customer facing experience and a minimum of 10 years experience in a role requiring revenue generation selling complex technologies at the enterprise level.
Background in Consulting or Systems Integration a plus.
Strong job tenure: history of displaying loyalty and perseverance through long stable job tenure and positive career trajectory.
Bachelors Degree.
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: Well 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.
About Appian
Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design automate and optimize even the most complex processes from start to finish. The worlds most innovative organizations trust Appian to improve their workflows unify data and optimize operationsresulting in better growth and superior customer experiences. For more information visit . Nasdaq: APPN
Follow Appian:LinkedIn.
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 at. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
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Required Experience:
Chief
Employment Type
Full Time
