Account Executive

4 weeks ago

Philadelphia, Pennsylvania, United States Appian Corporation Full time
About the Role

The Account Executive role is a senior-level position that requires expertise in managing strategic relationships with large, high-profile accounts in the pharmaceutical industry. This role involves working closely with a small, elite team focused on high-growth sectors.

Key Responsibilities:

  • Manage and expand Appian's largest client accounts within the pharmaceutical sector, targeting Appian's large organizations.
  • Foster strong, strategic relationships with key stakeholders across the client organization, understanding their unique challenges and positioning Appian's solutions as essential tools for their success.
  • Drive revenue growth through a MBO plan with KPIs focused on expanding software usage and delivering service excellence, not just on software credits.
  • Navigate complex sales and account management cycles (3-6 months) with an emphasis on Value Selling and Engineering, strategic account planning, and managing substantial investments.
  • Blend the skills of both a hunter and a farmer—nurturing existing relationships while actively seeking new business opportunities within the account.
  • Work closely with internal teams, including customer success, sales, and service delivery, to ensure alignment and success across the account.
  • Oversee global accounts headquartered in Pennsylvania and New Jersey, with a strategic focus on high-profile accounts and significant investments in the pharmaceutical industry.

What You Need to Succeed:

  • Deep pharmaceutical industry expertise, with 5-10+ years of direct experience in the pharmaceutical industry, ideally managing large accounts.
  • Complex service sales experience, with a proven track record in managing complex service sales and understanding how to co-sell and integrate these into large, multifaceted accounts.
  • Strong relationship-building skills, with the ability to build and maintain long-term relationships within large organizations, especially within pharmaceuticals.
  • A revenue-driven mindset, with experience managing multi-million dollar account plans with KPIs centered around revenue growth and service excellence.
  • Strategic account planning skills, with the ability to leverage resources to drive significant outcomes in large, strategic accounts.
  • A curious and tech-savvy individual, comfortable engaging with technology and automation discussions relevant to the pharmaceutical sector.
  • Strong presentation and communication skills, with the ability to deliver impactful in-person and virtual presentations to various stakeholders, including LOB & IT audiences.

Basic Qualifications:

  • Proven track record of 5-10+ years of direct sales and account management experience, with demonstrated success in managing large, complex accounts.
  • Industry knowledge, with extensive knowledge of the pharmaceutical industry and large organizations, particularly experience with large accounts.

Strategic Relationship Selling: Experience in selling and relationship management within large, complex environments.

Tools and Resources:

  • Training and development opportunities, including department-specific training and continuous learning.
  • Growth opportunities, including leadership development programs and tuition reimbursement.
  • A community rooted in respect, with employee-led affinity groups and social, educational, and outreach activities.

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 world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences.

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