Senior Sales Solutions Consultant Public Sector (Remote)

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 youll be part of a passionate team dedicated to accomplishing hard things together.

About Solution Consulting (SC 2.0)
SC 2.0 is the next generation of Solution Consulting at Appian. We are a sales-aligned outcome-driven organization that powers Appians growth. Our Directors are not individual contributors they are business and talent leaders who scale impact by developing high-performing SCs. Directors co-own sales results with regional leadership while spending the majority of their time in the field observing coaching and mentoring SCs to ensure execution excellence in front of customers.

As a Senior Solutions Consultant you will actively drive and manage the technology evaluation stage of the sales process working in conjunction with the sales team as the key technical adviser and product advocate. Using technical creativity and business acumen you will illustrate the value that Appians platform can provide. You must be able to engage and articulate product positioning to both business and technical users in competitive scenarios. You will also rapidly identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.

What youll be doing:

• Partner with Account Executives to achieve defined sales goals
• Lead efforts to ensure the delivery of all technical resources into the sales campaigns
• Propose technical and creative business solutions in support of sales activities
• Design and deliver high quality technical Proof of Concepts for prospective customers
• Present technical and business aspects of proposed solutions to a C-Level audience
• Represent Appians product to customers and at field events such as conferences summits seminars etc.
• Assist with the radiation strategy within the target accounts by building customer relationships
• Manage target accounts that may span multiple Account Executives
• Work with colleagues across the organization to receive the support needed to accomplish the technical goals
• Willingness to travel 70% to customer locations throughout the assigned region

To be successful in this role you need:

Core Capabilities/Mindset

• Customer-obsessed mindset 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 Account Executives sharing accountability for planning pipeline health opportunity qualification and revenue contribution.
• Facilitate customer roadmaps and transformation workshops with senior stakeholders.

Technical Capabilities

• Understand 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 skills:

• Bachelors degree in a related field
• Strong 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 demos
• Ability to strategically problem solve by thinking outside of the box is required daily
• Technical depth to respond to all functional and technical elements of RFIs/RFPs
• Proven success conveying customer requirements to Product Management teams
• Familiarity with Business Process Management Platforms Low Code Platforms or Application Development Platforms is a plus
• Recent experience programming within a modern web or enterprise development systems
• Familiarity in production environments (application servers web servers databases)
• Strong verbal and written communication skills customer interaction requirements analysis presentations and system design

Basic qualifications:

• Bachelors or Masters degree in Information Systems Engineering Computer Science or a related field
• 5 years of experience supporting enterprise SaaS sales cycles with direct involvement in discovery solution design executive engagement and demonstrating measurable business value.

Why Appian and What is SC 2.0

Joining Appian as a Director in SC 2.0 means leading a next-generation presales organization that is shaping the future of enterprise automation. Youll build and scale high-performing teams drive business outcomes through disciplined execution and develop the next generation of Appians solution consulting leaders.

SC 2.0 is the engine powering Appians growth. Our Solution Consultants are co-sellers storytellers and trusted advisors who partner with Account Executives to lead opportunities from the first discovery through transformation execution. SSCs combine technical mastery business consulting domain expertise and storytelling excellence. They are accountable for pipeline creation technical wins and solution strategy operating as entrepreneurial business owners within their territories.

SC 2.0 is the engine powering our vision. Appians Solutions Consulting team is in the midst of an exciting transformationredefining what it means to be a trusted advisor in todays fast-paced mission-driven environment. Our SCs dont just demo featuresthey tell stories co-create with customers and help shape strategy with technical credibility and business insight. Read More About SC 2.0 Here

You can listen to our Global SC leader Gregg Aldana discuss SC 2.0 here

Appians Game Changing Solutions Consulting Team - Do you enjoy solutioning with an award winning technology Do you like working alongside the smartest and most creative people in the tech industry Ready to take your career to the next level and have a tremendous amount of fun in the process Come and join one of the most exciting energetic and emerging areas of Appian that is poised to fuel the next stage of growth of this ambitious company and your career: Solutions Consulting. The Global Solutions Consulting organization at Appian is a team like no other out there. We are self-starters that are passionate about our mission and are redefining what it means to work in the Pre-Sales or Sale Engineering profession. Whether you are a seasoned veteran of Solution Consulting for many years or looking to pursue a new career in this area this is THE TEAM..THE COMPANY and THE MOVEMENT you want to be a part of. Appian Solution Consulting starts with the Why behind the mission critical solutions that are driving success for our customers. Through a combination of creative persona-based storytelling technical solutioning and business consulting Appians Solution Consultants are the driving force behind helping customers understand the business value that Appians technology can provide during the sales cycle and beyond. Appians Solution Consultants are the trusted advisors for customers partners sales product marketing and the companys leadership.

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

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