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Regional Vice President, Partners

McLean, Virginia

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.

At Appian, we’re not only about building powerful software, but also about growing our culture of passion, energy, and innovation; great people, great software, great clients, great partners! Appian’s Partner Organization multiplies the efforts of our sales and professional services teams to reach farther and dig deeper with clients. As a member of this dynamic organization, you will  manage relationships with strategic partners to help sell an award-winning, AI-powered process automation platform.

Appian is looking for a high-energy, results driven Regional Vice President (RVP), Partners to drive and manage the growth of our Partners team in North America. You will be responsible for leading a team of Partner Sales Managers focused on strategy and growth. In this role, you will report directly to the Global Head of Partners, and will work with other members of the Sales leadership team to ensure the Theater-level quota and business objectives are met.

To be successful in this role, you need to:

  • Lead a team of Partner Sales Managers. Be accountable for the total business results of your team with a focus on partner-sourced net new software growth.
  • Participate in territory design, quota assignments, and building the short and long-term strategic plan.
  • Actively coach your team to motivate and empower success.
  • Drive strong collaboration with the field sales teams, focusing on enablement and acceleration of business plans with our most strategic partners.
  • Support and develop emerging partners across the ecosystem to provide growth, successful delivery capability, and to nurture next-generation strategic partners.
  • Work cross functionally to develop a strong partner community through partner advisory councils, partner summits, and regional partner events.
  • Manage executive-level relationships with strategic service providers and systems integrators.
  • Drive business development opportunities for direct software and service sales through Partner relationships.
  • Function as a member of the Partner Leadership Team, making valuable contributions to the overall go-to- market and sales strategy of the company.

Basic qualifications:

  • Proven track record selling software and services.
  • 10+ years of relevant and progressive experience managing cross-functional teams.
  • 5+ years of relevant experience leading partner and channel teams or programs.
  • Experience developing and executing go-to-market plans for software companies.
  • Experience running complex sales efforts with system integrators and management consultancies.
  • Consistent history of quota and business objective attainment.

Desired qualifications:

  • Experienced in digital transformation, low-code, automation, and/or software platforms.
  • Experience in managed services, business process outsourcing and software product development (e.g., OEM or SaaS).
  • Experience in complex contract negotiations.

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.
  • 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.
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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: We’ll 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.

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. For more information, visit appian.com. [Nasdaq: APPN]

Follow Appian: Twitter, LinkedIn.

Appian Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, genetic information, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker, Pay Transparency Nondiscrimination. Appian provides reasonable accommodations to applicants and employees 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 and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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