Account Executive - US Air Force

Appian Corporation•Cleveland, OH

3d•Remote

About The Position

The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close. 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.

Requirements

Experience navigating a complex sales cycle from start to finish
7+ years of direct selling experience
A minimum of 2 years experience as an Enterprise Account Executive
Selling complex technologies at the enterprise level to the US Air Force or Space Force
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
Bachelors Degree in a relevant field

Nice To Haves

Strong presentation skills
Highlighting your ability to perform client discovery, communicate ROI and build business value

Responsibilities

Navigating a primarily greenfield geographic territory
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
Leveraging multiple stakeholders throughout complex deals
Actively seeking to understand industry trends to help position against competitors