Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In 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, you'll be part of a passionate team that's dedicated to accomplishing hard things.

Appian provides a low-code development platform that accelerates the creation of high-impact business applications. Many of the world’s largest organizations use Appian applications to improve customer experience, achieve operational excellence, and simplify global risk management and compliance.

As a Deal Desk Manager EMEA you will be concentrating on complex software licensing deals within the Financial Services domain. You’ll use a mixture of critical thinking, creativity, and excellent communication and relationship building skills.  Success in this position requires you to be a self-starter with proven problem-solving skills capable of quickly adapting to fluent business policies and commercial strategies.  
 
What you'll be doing:
•    As the subject matter expert, lead the process and the relevant stakeholders for deal constructs, special pricing, operations, approval policies, and troubleshooting of deal issues and sales escalations.
•    Support Sales team in negotiation of contract structure and pricing in compliance with Appian's internal policies while maximizing value to the customer and Appian.
•    Guide optimal use of quote and opportunity management tools to accelerate sales cycles and drive collection of actionable business data.
•    Facilitate alignment and communication between Appian’s Sales Teams, and internal stakeholders, including Finance, Legal, Engineering, and Product teams, and external customers/partners to promptly resolve business/issues and foster productive interactions.
•    Validate all aspects of agreement packages for accuracy and compliance with Appian’s business practices and approvals process and maintain responsiveness.
•    Cultivate best practices through analyses, projects and reporting contributing to the continued growth of Appian’s Sales team and Deal Desk.
•    Support in developing training materials, sales examples and engage in regular training sessions with Sales teams.

Required Skills & Experience:

•    Good knowledge of software licensing and pricing.
•    Good knowledge of software contracts and revenue recognition policies.
•    Negotiation experience and competence.  Ability to work to understand the interests behind positions and get past objections to workable solutions.
•    Experience using CRM and CPQ systems.
•    Set to take action and work independently, although support is there when you need it. Driven to complete tasks through impact and undertake a proactive approach to achieve this.
•    Ownership mentality. Possess the character to act with integrity for the best interests of the entire organization.
•    Comfortable with ambiguity and working in a rapidly evolving environment and fluent business rules. 
•    Comfortable with change and having the ability to adapt quickly. 
•    Detail oriented. Must be organized and able to stay on top of fast-moving information and tasks.
•    Process focused by nature. You like order and having things documented for easy reference.
•    Bachelor’s degree in finance, economics, sales, or a business-related field. Minimum of 5 years of experience in related role (Deal Desk, Sales Operations, and/or Finance/Pricing experience preferred)
 

Description

The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s 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 Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.

To be successful in this role, you need:

• 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

Some of the tools and resources we will equip you with include: 

• Training:Sales Fast Start, which is our 5-day training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field, like ValueSelling Framework training.
• Growth:Growth opportunities available through promotion and participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication. Hear more about growth from one of our Vice Presidents, who started at Appian as an Account Executive here. 
• Product:Our Appian product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more from one of our Regional Vice Presidents here about how our product has kept him with the company.
• Culture: You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks. Hear more for an Account Executive herself on how Appian is the most inclusive sales environment she’s ever worked in here. 

Basic qualifications: 

• 5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to Global 2000 customers
• History of consistent quota achievement
• Examples of landing new customer logos
• Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory

About Appian

Before Appian was a company, it was an idea. Not about a product or a market, but about the culture needed to sustain innovation and value. Today, we help businesses build apps and workflows rapidly, with a low-code automation platform. 

Appian was founded on the belief that talented and passionate people, given the power and autonomy to excel, will deliver amazing impact. We have worked thoughtfully to create an inclusive, agile and collaborative work environment where employees feel challenged, and all voices are heard. We value and encourage cross-departmental collaboration, and actively seek opportunities to better ourselves and others. Creating impact to us means that when we deliver results, we’re focused on lasting positive change. 

The RVP, Partners position will be responsible for developing high growth partnerships from a defined set of partners across a given region to drive continual enablement, new pipeline via deal registration and net-new logo acquisition.  We are looking for an energetic and creative sales leader with a history of exceeding quotas and driving impactful business for their company.  The role requires close collaboration with sales RVPs and Account Executives across the DACH/French territory to deliver partner coverage, expertise and differentiated value propositions to drive new ACV and net-new logo acquisition.

To be successful in this role, you need:

• To enjoy building vs. maintaining and thrive on achieving superior results
• You have a confident, competitive, thorough, and tenacious attitude
• Have worked as a Partner Manager and have experience in the DACH/French markets 
• Build trusted advisor relationships with partners through a deep understanding of the partner's local strategy and business imperatives.
• To be accountable for the territory business, including quota attainment, pipeline coverage, pipeline linearity and resource planning. 
• Adaptable to grow the business sustainably, rather than growth at any cost 
• To be skilled in partnering with service providers to construct compelling "practices" around specific software products
• Have a working knowledge of business process automation with a history of qualifying client solution areas and orchestrating multi-departmental solution sales
• You are experienced as  a successful Partner Manager, selling to CxO and decision-maker levels
• Define the DACH/French  partner  GTM  strategy executing  and  joint business plans per partner  which include marketing, pipeline development, educations and certification programs
• Work and collaborate with Sales, Marketing,  Solution Consultants teams  to generate incremental revenue to achieve your teams’ ACV quota
• Experienced leading a team of channel partner and alliances sales professionals
• Share expert knowledge of Appian’s strategy, partner model, partner programs, value proposition,  sales goals, solutions, driving alignment between partner and Appian .
• Manage and review Appian partner program adherence and certifications requirements 
• Building practice capacity to provide the foundation for on-going scalable, sustained channels / partner growth year on-year. 

Basic qualifications:

• Bachelor’s Degree, preferably in Computer Science or Business
• Significant enterprise software sales experience,  
• Significant Partner/Alliances Management experience in the technology industry.
• Experience managing either within a software, distributor or system integrator company
• Fluent in both English & German. French would be an advantage

Key Performance Indicators: Partner sourced ACV & new logos

The best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you’re part of selling 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.

As the Partner Manager you will work in alignment with Appian's Public Sector Sales leadership to develop a State and Local Government market partner strategy for driving incremental revenue. You will target, recruit and manage partnerships with mid-tier and small integrators, as well as select large integrators who focus on the State and Local Government market.

To be successful in this role, you need:

• To enjoy building vs. maintaining and thrive on achieving superior results

• To be skilled in partnering with service providers to construct compelling "practices" around specific software products

• Experience as a successful account/business manager, selling to CxO and decision-maker levels

• Confidence, a competitive spirit, thorough in all that you do, and exhibit a tenacious attitude

Some of the tools and resources we will equip you with include: 

• Training: Start with Value, which is our 2 week training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field.
• Growth: Growth opportunities available through promotion and participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication.
• Product: Our Appian product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more about our passion for the product from our Director, Solutions Consulting here. 
• Culture: You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks. Read more about how our sales culture values openness, curiosity, and collaboration here.

Basic qualifications:

• 5+ years of enterprise software sales experience

• 3+ years in Partner Management strongly preferred

• Experience with the State and Local government market, either within a software, distributor or system integrator company

  • Have worked as a Partner Manager and have experience in the State and Local Government market and are looking for your next organization to leave your mark

OR

• • Have worked at a Systems Integrator, focused on delivering technology solutions to State and Local government market and are looking to join a software company

• Working knowledge of business process automation with a history of qualifying client solution areas and orchestrating multi-departmental solution sales

• Bachelor’s Degree, preferably in Computer Science or Business

In this cross-functional role, you will report directly to the Manager, Deal Operations for North America. An effective Deal Desk Analyst uses a mix of critical thinking, creativity, and excellent communication and relationship building skills.  Success in this position requires you to be a self-starter with proven problem-solving skills.  

Location Note: Preferred time zones for this role are PST or MT.
 

To be successful in this role, you will:

• Manage simple deal constructs, special pricing,  route through approval policies and troubleshooting of deal issues and sales escalations.

• Support Sales team in negotiation of contract structure and pricing in compliance with Appian's internal policies while maximizing value to the customer and Appian.

• Facilitate alignment and communication between Appian’s Sales Teams, and internal stakeholders, including Finance, Legal, Engineering, and Product teams, and external customers/partners to promptly resolve business/issues and foster productive interactions.

• Support the development of  best practices for the team through analyses, projects and reporting contributing to the continued growth of Appian’s Sales team and Deal Desk.

• Contribute to and participate in regular training sessions with Sales teams.

Basic qualifications:

• Bachelor’s Degree from an accredited University

• Minimum of 2 years relevant professional experience

• Experience using CRM and CPQ systems. Working knowledge of contracts and accounting is a plus.  Experience with software contracts and revenue recognition policies is a double plus.

• Inclined to take action and work independently, although support is there when you need it. Driven to complete tasks through to impact.

• Ownership mentality. Possess the character to act with integrity for the best interests of the entire organization.

• Comfortable with ambiguity and working in a rapidly evolving environment.

• Detail oriented. Must be organized and able to stay on top of fast-moving information and tasks.

• Process-focused by nature. You like order and having things documented for easy reference.