Commercial Account Manager

Appian Corporation•McLean, VA

3h•Onsite

About The Position

The Commercial Account Manager at Appian will focus on maximizing sales in the Broad Markets account segment, closing greenfield opportunities with strategic F2000 accounts while maintaining sustained transactional sales growth. You will also improve sales in the territory by collaborating with the partner ecosystem to identify, develop, accelerate, up-sell and close transactions. The focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

Requirements

Bachelors Degree in a related field required
1+ years of selling experience in a dynamic, highly competitive, ever-changing sales environment (internships included). Experience selling in the tech or SaaS fields preferred.
Demonstrated experience exceeding/achieving KPIs and targeted business goals.
Proven ability to leverage AI within your daily workflows to achieve more efficient outcomes.
Demonstrated ability to take initiative and work independently in a fast-paced team environment ie. positive and competitive attitude with a strong work ethic.
Passionate about hunting and closing new opportunities.
Demonstrated time management and communication skills.

Nice To Haves

Experience selling in the tech or SaaS fields preferred.
Proficiency with Salesforce.com, LinkedIn Navigator, 6-Sense, G Suite and similar technologies, preferred by not required.

Responsibilities

Build pipeline through prospecting and top-of-funnel activities.
Directly sell through an inside, direct marketing environment to deliver sales targets and consistently achieve quota.
Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis.
Effectively develop channel relationships, communicate and coach ideas and concepts to external partner representatives on how to position and close Appian opportunities.
Be accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings.
Support field and partner marketing events.
Accurately forecast license bookings, specific products revenue, CS bookings and new accounts on a weekly, monthly and quarterly basis via Salesforce.com.
Build a business case and establish value: develop and present proposals to customers with information that demonstrates the ability of the Appian portfolio to meet the customers’ business objectives and justify the sale.