Account Executive - Federal Health

Appian Corporation•McLean, VA

About The Position

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. The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell 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 Account Executive role is responsible for navigating complex accounts, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.

Requirements

Bachelor's degree in related field/degree
5-10+ years of direct selling experience
A minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to Federal Health agencies
History of consistent quota achievement
Examples of landing new customer logos
Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory
Platform sales experience
Strong presentation skills

Responsibilities

Navigating complex accounts
Top of funnel activity & prospecting
Effectively managing a complex sales cycle (approximately 6-12 months) to a successful close
Leveraging internal resources within the larger sales organization
Cross functionally with the customer success team
Externally across customer and partner ecosystems
Delivering in-person and virtual presentations to LOB & IT audiences
Performing client discovery
Communicating ROI
Building business value
Acting as a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
Actively seeking to understand industry trends to help position against competitors