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Senior Solutions Consultant - Insurance

Chicago, Illinois

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.

 

Drive the technology evaluation stage of the enterprise sales process and act as the primary technical advisor and product advocate for Appian.

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 Senior Solutions Consultant, you will lead demos, discovery, and technical wins with autonomy. You will craft tailored narratives, support strategic deals, engage executive-level buyers, and help customers understand the business value Appian can deliver. You will also mentor junior SCs and contribute to reusable assets that improve the consistency and scalability of the Solutions Consulting organization.

You must be able to engage and articulate product positioning to both business and technical users in competitive scenarios. You will uncover business objectives, understand customer environments, translate requirements into solution designs, and connect Appian’s capabilities to measurable customer outcomes.

This role is central to Appian’s SC 2.0 operating model. You will help move customers beyond feature evaluation by telling compelling stories, co-creating solution strategies, shaping roadmap conversations, and demonstrating how Appian delivers enterprise-grade process automation, orchestration, and transformation.

What You’ll Do

  • Lead discovery sessions, technical workshops, and customer-facing demonstrations with limited oversight.

  • Craft tailored, persona-based narratives that connect Appian capabilities to customer business outcomes.

  • Own technical validation activities, including demo strategy, POC/POV support, RFI/RFP responses, and technical objection handling.

  • Partner with Account Executives to shape opportunity strategy, improve qualification, and drive technical wins.

  • Engage executive-level stakeholders and technical decision-makers with confidence and credibility.

  • Contribute reusable demos, customer stories, enablement materials, and field-tested solution patterns.

  • Mentor Associate SCs and Solutions Consultants through demo reviews, onboarding support, and informal coaching.

____________________________________________________________________________

  • Partner with Account Executives to achieve defined sales goals and co-own opportunity strategy, pipeline health, qualification, and revenue contribution.

  • Engage directly with customers to uncover business objectives, understand technical environments, and build trusted relationships with executives, technical decision-makers, and key stakeholders.

  • Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.

  • Facilitate discovery sessions, roadmap discussions, transformation workshops, and technical evaluations that align Appian solutions to customer priorities.

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

  • Design architectures that integrate Appian into complex enterprise environments to extend value, accelerate ROI, and support long-term transformation.

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

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

  • Respond to technical questions, objections, RFIs, RFPs, and proposal requirements with clear, accurate, and business-relevant guidance.

  • Collaborate with Product Management, Marketing, Professional Services, Customer Success, Partners, and leadership to align customer needs with Appian’s roadmap and go-to-market strategy.

  • 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, Information Technology, Business Information Technology, or a related technical or business field, or equivalent practical experience.

  • 5+ years of experience as a Solutions Consultant, Pre-Sales Engineer, Solution Architect, Technical Consultant, Enterprise Architect, or client-facing Professional Services consultant involved in enterprise software sales scenarios.

  • Proven success delivering technical demonstrations, custom prototypes, or POCs/POVs for enterprise customers.

  • Strong technical fluency in enterprise application architecture, APIs, databases, SQL, integrations, cloud environments, or modern development languages.

  • Proven ability to conduct discovery, analyze requirements, present to executives, and translate customer needs into solution designs.

  • Ability to travel to customer locations and field events as required by the assigned region or market up to 30%-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

$125,000 - $250,000 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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