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 best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. Thats what you get when youre part of selling for Appian. We are passionate about driving digital transformation by delivering the speed, agility, and efficiency our customers need to compete and grow.
Appian is seeking a Partner Account Director U.S. Public Sector to collaborate with our Public Sector leadership team and drive strategy and go-to-market execution across our largest and most strategic partners. This role will be responsible for fostering executive alignment, generating consistent incremental partner-sourced revenue, and supporting exceptional service delivery.
This role will align assigned partners across executive, sales, technical, marketing, and delivery functions around Appian solutions to scale the business. The ideal candidate is a strategic and experienced partnerships leader who can develop joint business plans, drive enablement, secure executive buy-in, establish strong cross-functional relationships, and create a consistent operating rhythm that strengthens partnerships and accelerates revenue growth.
This role is based at our headquarters in McLean, Virginia. Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office five days a week to foster that culture and ensure we continue to thrive through shared ideas and teamwork. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.
In this role, you will:
- Develop and execute strategic business plans for Appians largest and most strategic U.S. Public Sector partners.
- Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.
- Build executive alignment between Appian and assigned partners to establish shared priorities, investment plans, and growth objectives.
- Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives.
- Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.
- Build relationships across partner executive, sales, technical, marketing, and delivery organizations.
- Identify customer, partner, and marketplace trends that create opportunities for joint solutions and new routes to market.
- Partner with service providers to develop compelling consulting and implementation practices around Appians software platform.
- Collaborate with Appian Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives.
- Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to Public Sector priorities.
- Navigate competing internal and external priorities while maintaining accountability for partner outcomes.
- Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions.
- Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.
- Create scalable partner management processes and workflows that improve consistency, accountability, and execution.
Success in this role will be measured by:
- Incremental partner-sourced and partner-influenced pipeline and revenue.
- Effectiveness of joint co-sell, resale, marketing, and demand-generation motions.
- Executive alignment and engagement across Appian and assigned partners.
- Development and execution of strategic joint business plans.
- Growth of partner-led service practices and solution offerings around Appian.
- Strength and consistency of the partner operating rhythm, including business reviews and action follow-through.
- Cross-functional alignment across Sales, Marketing, Services, Customer Success, and partner teams.
- Overall health, productivity, and strategic value of assigned partner relationships.
Qualifications:
- 10+ years of enterprise software sales, partnerships, alliances, business development, channel, or related go-to-market experience.
- 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.
- Demonstrated experience in the U.S. Public Sector market within a software company, technology distributor, systems integrator, or consulting organization.
- Proven success building and executing partner ecosystem go-to-market strategies.
- Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth.
- Deep understanding of Public Sector contracting, procurement, sales processes, and industry trends.
- Strong understanding of how government integrators and consulting firms operate and how software companies can help accelerate their growth.
- Experience selling or partnering with C-level executives and senior decision-makers.
- Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.
- Highly analytical and >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 appian.com. [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 ReasonableAccommodations@appian.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
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