Account Executive - US Air Force

Appian Corporation•McLean, VA

About The Position

Appian is seeking an Account Executive to join their team, focusing on the US Air Force market. The company values Intensity and Excellence, striving for high standards and quality in all endeavors. Appian is passionate about driving digital transformation through its solutions, which offer speed, agility, and efficiency to help customers compete and grow. The Account Executive will be responsible for navigating a primarily greenfield geographic territory, engaging in top-of-funnel activities and prospecting, and managing a complex sales cycle (6-12 months) to a successful close. Appian provides process automation technology, automating complex processes for large enterprises and governments, and has been in the industry for 25 years.

Requirements

Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
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
7+ years of direct selling experience and 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

Responsibilities

Navigating a primarily greenfield geographic territory
Performing top of funnel activity & prospecting
Effectively managing a complex sales cycle (approximately 6-12 months) to a successful close