Description:
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.
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 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.
This hire will work in alignment with Appian's UK Sales leadership to develop a market partner GTM strategy for driving incremental revenue and excellence in implementations according to our partner programs . This role will target and manage key partnerships with local integrators & consultancies, as well as select large integrators who focus on FS&I in the UK region .
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
- To be sales driven - you enjoy helping to drive net new logo acquisition
- Have worked as a Partner Manager and have experience across UK FS&I and are now looking for your next organization to leave your mark
- Build Trusted advisor relationships with the partner through a deep understanding of the partner's local strategy and business imperatives.
- 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 successful Partner Manager, selling to CxO and decision-maker levels
- Define the UK FS&I 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 ACV quota
- 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 programs and certifications requirements
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
- Bachelor’s Degree, preferably in Computer Science or Business
- 5+ years of enterprise software sales experience, 5 + years in Partner Management in the technology industry.
- Strong experience working across UK FS&I
- Experience managing either within a software, distributor or system integrator company
- Fluent in English