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Director, Solutions Consulting - Defense and Intelligence

McLean, Virginia

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, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

 

Lead, inspire, and scale a world-class team of pre-sales engineers architecting complex solutions that power the world's most vital enterprises.

About Appian

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, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

Appian is built on a simple premise: we work hard and we do things well. We set high standards for our work and hold ourselves accountable for the results. If you enjoy solving difficult problems alongside a highly talented team, you’ll fit in here.

About the Team

The Solutions Consulting organization at Appian sits at the vital center of our global commercial engine. We bridge the gap between sophisticated enterprise business needs and cutting-edge platform capabilities to secure the technical win. Our mission is to prove the undeniable value of Appian’s platform within the AI-Powered Process Automation market, driving customer acquisition and fueling corporate growth.

SC 2.0 is the engine powering our vision. Appian’s Sales Solutions Consulting team is in the midst of an exciting transformation—redefining what it means to be a trusted advisor in today’s fast-paced, mission-driven environment. Our SCs don’t just demo features—they tell stories, co-create with customers, and help shape strategy with technical credibility and business insight. Read More About SC 2.0 Here 

You can listen to our Global SSC leader, Gregg Aldana discuss SC 2.0 here

Appian’s Game Changing Sales Solutions Consulting Team - Do you enjoy solutioning with an award winning technology? Do you like working alongside the smartest and most creative people in the tech industry? Ready to take your career to the next level and have a tremendous amount of fun in the process? Come and join one of the most exciting, energetic and emerging areas of Appian that is poised to fuel the next stage of growth of this ambitious company and your career: Sales Solutions Consulting. 

The Global Sales Solutions Consulting organization at Appian is a team like no other out there. We are self-starters that are passionate about our mission and are redefining what it means to work in the Pre-Sales or Sales Engineering profession. Whether you are a seasoned veteran of Solution Consulting for many years or looking to pursue a new career in this area, this is THE TEAM, THE COMPANY and THE MOVEMENT you want to be a part of. 

Appian Solution Consulting starts with the “Why” behind the mission critical solutions that are driving success for our customers. Through a combination of creative persona-based storytelling, technical solutioning, and business consulting, Appian’s Solution Consultants are the driving force behind helping customers understand the business value that Appian’s technology can provide during the sales cycle and beyond. Appian’s Solution Consultants are trusted advisors for customers, partners, sales, product, marketing and the company’s leadership. Join this exciting team today to begin fueling your career!

The Role

As a Director, Solutions Consulting, you will own Solutions Consulting performance across a region, vertical, or line of business. You will architect team structure, develop managers, drive operational excellence, align field execution with product and GTM strategy, and ensure consistent SC 2.0 execution across teams.

This role requires strong leadership presence, technical credibility, commercial ownership, and a deep commitment to coaching in the field. You will help your team operate as trusted advisors, storytellers, co-sellers, and business owners who engage early, shape strategy, and connect Appian’s platform to measurable customer value.

What You’ll Do

  • Own SC performance across regions, verticals, or business lines.

  • Architect SC organizational structure, pods, talent deployment, and coverage models.

  • Directly coach Senior Managers and Managers; build the leadership pipeline through promotion planning, calibration, and targeted mentorship.

  • Lead quarterly business reviews, performance tracking, territory design, hiring plans, and cross-region reporting.

  • Align with Product, Enablement, Sales, Customer Success, and Marketing stakeholders to translate roadmap innovation into story-ready and demo-ready assets.

  • Ensure process discipline across DemoHub usage, AI/Data Fabric/Process HQ adoption, storytelling quality, forecast hygiene, and AE/SC execution standards.

  • Drive consistent leadership operating rhythms, inspection standards, and performance accountability across teams.

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  • Lead, coach, develop, and retain a high-performing team of Solutions Consultants.

  • Partner with Sales leadership to define and execute regional, vertical, or functional sales strategy.

  • Drive AE/SC alignment, account planning, opportunity qualification, pipeline discipline, and shared accountability for revenue outcomes.

  • Inspect and coach SC 2.0 execution, including early-stage engagement, discovery quality, demo quality, storytelling, POC/POV governance, and technical win strategy.

  • Ensure customer evaluations are disciplined, with executive sponsorship, written success criteria, defined timelines, clear Mutual Action Plans, and measurable outcomes.

  • Drive team accountability for demo reuse, customer story creation, reusable asset contribution, and enablement adoption.

  • Spend meaningful time in the field with SCs and customers, providing real-time coaching through preparation, observation, and debriefs.

  • Collaborate with Product, Marketing, Professional Services, Customer Success, Partners, Enablement, and Sales leadership to translate roadmap innovation into field-ready stories, demos, and sales plays.

  • Use metrics and operating rhythms to track team performance, forecast accuracy, pipeline impact, technical win rates, enablement progress, and talent development.

  • Model Appian’s values of Intensity and Excellence by creating a high-performing, accountable, customer-focused team culture.

  • Develop and contribute reusable assets, including demos, architectural blueprints, frameworks, customer stories, and enablement content, to help scale best practices across the global Solutions Consulting organization.

  • Represent Appian with credibility at customer meetings, executive briefings, field events, conferences, seminars, and internal enablement sessions.

To Be Successful in This Role, You Need

Core Capabilities / Mindset

  • A customer-obsessed mindset and the ability to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.

  • Exceptional communication and influencing skills, including the ability to uncover business priorities, engage executives and technical decision-makers, lead strategic discussions, and resolve technical concerns.

  • The ability to act as a true co-seller with Account Executives, sharing accountability for account planning, opportunity qualification, pipeline progression, and revenue outcomes.

  • The ability to translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.

  • Strong problem-solving skills and the ability to design creative, practical solutions for complex customer environments.

  • A commitment to reusable asset creation, knowledge sharing, coaching, and continuous improvement as part of Appian’s SC 2.0 operating model.

Technical Capabilities

  • Technical fluency across modern enterprise environments, including application architecture, integrations, APIs, databases, cloud infrastructure, data models, workflow, and enterprise systems.

  • Familiarity with customer IT and business landscapes, including ERP, CRM, data, workflow, AI, partner solutions, and existing enterprise architecture.

  • Ability to design architectures that integrate Appian into enterprise environments to extend value and accelerate ROI.

  • Ability to deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable business value.

  • Ability to support or lead disciplined evaluations, including POCs and POVs, with clear executive sponsorship, written success criteria, defined timelines, and measurable outcomes.

  • Ability to develop and contribute reusable assets, including demos, architectural blueprints, frameworks, and customer success stories.

Required Qualifications

  • Bachelor’s degree in Information Systems, Engineering, Computer Science, Business, or a related technical or business field, or equivalent practical experience.

  • 12-15 years of experience in Solutions Consulting, Pre-Sales Engineering, Technical Consulting, Professional Services, Enterprise Architecture, or related enterprise software roles.

  • Experience leading managers, senior managers, or region-wide Solutions Consulting teams.

  • Proven success aligning GTM strategy with Product, Customer Success, Marketing, and Sales leadership.

  • Strong executive presence, organizational leadership, operational discipline, and talent development capability.

  • Ability to travel to customer locations and field events as required by the assigned region or market up to 70% Travel.

Preferred Skills

  • Experience building custom demos, prototypes, POCs, POVs, or technical solution architectures for enterprise customers.

  • Technical depth to respond to functional and technical elements of RFIs, RFPs, security reviews, and architecture discussions.

  • Familiarity with production environments, including application servers, web servers, databases, APIs, integrations, and enterprise architecture patterns.

  • Familiarity with Business Process Management, workflow automation, application development platforms, case management, AI-enabled automation, or enterprise orchestration platforms.

  • Experience with enterprise platforms such as Salesforce or ServiceNow; these skills translate well into Appian’s Enterprise-Grade Orchestration environment.

  • Experience conveying customer requirements and market feedback to Product Management teams.

  • Experience contributing reusable demos, technical assets, enablement content, customer stories, industry points of view, or thought leadership.

#LI-MB1

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 candidate’s 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. 

In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards. 

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

$175,000 - $325,000 USD

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.

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 country—please 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. We’ve 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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