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Sales Executive for Public Sector Services

2 months ago

Bloomington, Illinois, United States Appian Corporation Full time
Job Overview

At Appian, we embody core principles such as Respect, Impact, Ambition, and Constructive Communication, which shape our identity. These values drive us to prioritize our customers' needs, strive for excellence, and foster open dialogue. Joining Appian means becoming part of a dedicated team committed to achieving challenging goals.

Our top-performing sales professionals thrive by offering exceptional products and services from a company renowned for its innovation. At Appian, we are passionate about facilitating digital transformation, providing solutions that enhance speed, agility, and efficiency essential for competitive growth. Are you motivated by the opportunity to tackle significant challenges for your clients? Here, you can make a substantial impact while advancing your career with a leader in the industry.

The Services Sales Executive position involves managing a largely untapped geographic territory, focusing on initial outreach and prospecting, while effectively overseeing a complex sales process that typically spans 6 to 12 months until closure.

Key Responsibilities:

  • Establish and nurture relationships with key customer stakeholders to enhance satisfaction within assigned accounts in the US Public Sector.
  • Formulate and implement a comprehensive long-term strategy for customer success and services that aligns with the client's business goals.
  • Oversee the complete sales process for customer success, engaging necessary resources such as Sales Engineers, Professional Services, Executives, and Partners.
  • Articulate the Appian value proposition to both existing and prospective clients.
  • Drive growth within an established portfolio of accounts.

Qualifications for Success:

  • Proven experience managing a complex sales cycle from initiation to completion, effectively utilizing internal resources across the sales organization and collaborating with customer success teams and external partners.
  • Exceptional presentation skills for delivering engaging in-person and virtual presentations to both business and IT audiences, showcasing your ability to conduct client discovery, communicate ROI, and demonstrate business value.
  • Act as a trusted advisor to clients and colleagues, leveraging multiple stakeholders throughout intricate deals.
  • Proactively seek to understand industry trends to effectively position against competitors.

Essential Qualifications:

  • Ability to identify compelling value propositions that meet customer needs through a solid understanding of technology solutions.
  • 5-10+ years of direct customer-facing experience, including a minimum of 2 years in a revenue-generating role, selling complex technologies at the enterprise level to Federal, Defense, and State and Local Agencies.
  • Experience in Consulting or Systems Integration is advantageous.
  • Demonstrated strong job tenure, showcasing loyalty and a positive career trajectory.

Resources and Support:

  • Training and Development: Our onboarding process focuses on equipping new hires with the necessary skills and knowledge for success through department-specific training. Continuous learning is a priority at Appian, supported by dedicated mentorship and the First-Friend program.
  • Growth Opportunities: Appian offers a wide range of growth and development opportunities, including a leadership program for new and aspiring managers, specialized training through Appian University, skills-based training, and tuition reimbursement for those pursuing further education.
  • Community Engagement: From day one, you will be welcomed into a community rooted in respect. Appian promotes inclusivity through employee-led affinity groups that foster stronger networks and plan various social, educational, and outreach activities.

About Appian:

Appian is a software company dedicated to automating business processes. Our AI-Powered Process Platform encompasses everything required to design, automate, and optimize even the most intricate processes from start to finish. The world's most innovative organizations rely on Appian to enhance workflows, unify data, and optimize operations, leading to improved growth and superior customer experiences.

Appian Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, genetic information, or any other characteristic protected by law.