SMB Account Executive Navy

McLean, MD - USA

Monthly Salary: Not Disclosed

Posted on: 14 hours ago

Vacancies: 1 Vacancy

Job Summary

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.

The Public Sector SMB Account Executive role is designed to help a new entrant to the position transition from an inside sales role to that of an Account Executive (AE). To maximize our success we have designed this position to work directly under the supervision of a Senior AE who will in turn have oversight from the cognizant Regional Vice President (RVP) and Area Vice President (AVP). The AE will work with the Senior AE in researching organizations personnel opportunities and the partner ecosystem. With that information they will collaborate with the RVP to develop and implement a business strategy.

The SMB AE is also tasked with improving sales in the territory by leveraging the partner sales community. Collaborating with the partner ecosystem to identify develop accelerate up-sell and close transactions is critical. The focus is aimed at net new incremental sales opportunities where success will most likely be achieved by collaborating with partners to identify develop accelerate up-sell and close transactions.

Building pipeline through prospecting and top-of-funnel activities
Directly selling through an inside direct marketing environment to deliver sales targets and consistently achieve quota
Drive account strategies and coordinate team selling efforts with appropriate partners to close business on a monthly 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
Accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings
Support and provide guidance to both 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
Accomplishing the workload required for a high-volume sales role
Building a business case and establishing 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

Required Skills (To be successful)

1-3 years of proven business development/ inside sales experience in a dynamic highly competitive ever-changing sales environment
Prospecting: a proven track record of penetrating accounts reaching decision-makers establishing solid long term and closing business
Demonstrated experience exceeding/achieving KPIs and targeted business goals
A desire to work the bookends of the sale prospecting and closing with a demonstrated achievement in sales closing
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 LinkedIn Navigator 6-Sense G Suite and similar technologies
Comfortable supporting Partners negotiating deals with deeply complex terms conditions price pressures and considerations

#LI-MB1

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.

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 countryplease 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. Weve been automating processes for 25 years and understand enterprise operations like no one else. For more information visit . 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 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:

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 r...

Building pipeline through prospecting and top-of-funnel activities
Directly selling through an inside direct marketing environment to deliver sales targets and consistently achieve quota
Drive account strategies and coordinate team selling efforts with appropriate partners to close business on a monthly 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
Accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings
Support and provide guidance to both 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
Accomplishing the workload required for a high-volume sales role
Building a business case and establishing 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