Account Executive - US Navy

Appian Corporation•McLean, VA

About The Position

Appian is defined by its values of Intensity and Excellence, setting high standards and ensuring quality in all endeavors. The company approaches challenges with ambition and commitment, fostering a passionate team dedicated to achieving difficult goals together. Appian empowers its sales team with outstanding products, solutions, and services, driving digital transformation through solutions that offer speed, agility, and efficiency. The company encourages its employees to solve customers' biggest challenges and grow their careers while sharing in the success of an industry pioneer. The Account Executive role specifically involves navigating a primarily greenfield geographic territory, engaging in top-of-funnel activities and prospecting, and effectively managing a complex sales cycle, typically lasting 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, built on 25 years of experience in enterprise operations.

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
A minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to the US Navy or Marines
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