Channel Manager

Appian Corporation • McLean, VA

2h • $164,000 - $256,250

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 sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling 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 Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are looking for an experienced Channel Manager to help design and manage Appian’s strategic and highest-leverage route to market. Unlike traditional co-sell and resell models, you will focus on As-a-Service and Business Process Outsourcing motions–enabling partners to wrap Appian’s platform into their own recurring service offerings. This individual will be responsible for moving partners from simple implementations to building proprietary, scalable IP that generates long-term alternate sources of revenue contributing to Appian’s growth.

Requirements

• Bachelor's degree in Business or related field
• 5-8+ years of relevant experience in channel management, with a specific focus on BPO or as-a-service revenue share models in the enterprise software industry.
• Significant experience discussing and negotiating revenue-share percentages, gross margins, and the unit economics of managed services.
• You have a proven track record of taking complex, legacy partner relationships and pivoting them toward modern, “as-a-service” business models.
• Ability to quickly learn and understand how a platform like Appian fits into the broader BPO technical stack and explain Appian’s value proposition to executive and technical audiences.
• Excellent written / verbal communication and presentation skills.
• Confident, competitive, thorough, and tenacious attitude.
• Must be based in the United States, with the flexibility for regional and international travel as required.

Nice To Haves

• MBA is a plus.

Responsibilities

• Lead the identification, recruitment, and onboarding of high-potential Business Process Outsourcers (BPOs) and “as-a-Service” partners to build revenue-generating solution offerings on top of Appian.
• Own the review of partner solution business plans to ensure partners have the necessary marketing, sales, and support assets to sell their Appian-powered solutions independently.
• Facilitate collaboration between partner teams and relevant Appian departments to ensure partners have the necessary technical expertise and best practices to design and build solutions for success.
• Oversee the contractual and financial health of As-a-Service revenue-share and consumption-based BPO agreements, ensuring accurate reporting and growth of recurring royalty streams globally.
• Manage a predictable pipeline and forecast, providing visibility to the Appian Alliance team and Sales leadership.

Benefits

• Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources.
• During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training.
• Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
• Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education.
• Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level