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.

Partner Sales Director, Italy

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.

The Global Alliances & Channels team at Appian plays a critical role in accelerating our global growth. We are seeking a Partner Director to lead and own Appians strategic partnerships in Italy, one of our most important Global System Integrators. This is a high-impact, senior leadership role with global accountability and a primary focus on accelerating growth across South EMEA

This individual will serve as the single-threaded owner of the Indra relationship globally, responsible for executive alignment, pipeline creation, joint solution development, and scalable go-to-market execution. This is not a transactional partner role. You will be entrusted with one of Appians most strategic global partnerships, with the mandate to shape joint strategy, accelerate growth, and build a scalable, long-term business with Indra. Your impact will be visible, measurable, and critical to Appians success in South EMEA

In this role, you will:

Own and lead the global strategic relationship with local partners, acting as Appians executive partner to our partner's senior leadership.
Drive partner-sourced and partner-influenced pipeline and revenue growth, with a strong emphasis on Italy
Orchestrate tight alignment between Appians field sales leadership and the partner's account, delivery, and executive teams.
Lead joint account planning, opportunity planning, and disciplined co-selling motions across priority accounts.
Incubate, launch, and scale joint offerings, including industry solutions, managed services, and BPO-led propositions built on Appian.
Build and scale Indras Appian delivery capability, ensuring strong practices, certifications, and repeatable delivery excellence.
Develop and execute a multi-year GTM strategy that positions Appian as a strategic platform within partner portfolio.
Evangelize Appians value proposition within Indra to build sustained executive mindshare and long-term commitment.
Serve as a trusted advisor to Appian Partners, providing insight into strategy, operating model, and regional priorities.

About you:

Bachelors degree in Business, Engineering, Computer Science, or related field (MBA or advanced degree preferred).
15+ years of experience in enterprise software, strategic alliances, or GSI leadership roles.
Deep, demonstrable experience working with Indra, including a strong understanding of their organization, culture, decision-making processes, and regional dynamics.
Proven track record of building highly strategic, revenue-generating GSI partnerships and scaling them across regions.
Experience co-creating and commercializing joint solutions with systems integrators.
Strong understanding of Business Process Automation, enterprise platforms, and value-based solution selling.
Demonstrated ability to navigate complex, multi-stakeholder enterprise environments and long sales cycles.
Exceptional Spanish and English communication skills, with executive-level presence and influence.
Highly driven, self-starting leader with a strategic mindset, strong operational discipline, and a collaborative approach.
Based in Milan, with willingness to travel across South EMEA as required

The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidates relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.

Appian offers a comprehensive benefits package, which may include health coverage, life and disability insurance, an Employee Assistance Program (EAP) with free mental health support, an Employee Stock Purchase Program (ESPP), lifestyle allowance, tuition reimbursement, and family-forming benefits. Benefits may vary by country. Please ask your Talent Acquisition Specialist for details on the benefits available in the location you are applying to.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Base Salary Range

75.000—175.000 EUR

Tools and Resources

Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
Community: Well immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led 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 AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. Weve been automating processes for more than 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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Partner Sales Director - Italy

Appian

Job Description