Account Executive - US Air Force

Appian Corporation•McLean, VA

About The Position

Appian is a company defined by its values of Intensity and Excellence, setting high standards and approaching challenges with ambition and commitment. They are passionate about driving digital transformation with solutions that provide speed, agility, and efficiency. The Account Executive role is responsible for navigating a primarily greenfield geographic territory, engaging in top-of-funnel activities and prospecting, and managing a complex sales cycle (approximately 6-12 months) to a successful close. Appian provides process automation technology, automating complex processes for large enterprises and governments with a platform known for its reliability and scale, leveraging 25 years of experience in enterprise operations.

Requirements

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

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
Leveraging resources cross functionally with the customer success team
Leveraging resources 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