Partner Account Director - Public Sector

Appian Corporation•McLean, VA

3h•$150,000 - $300,000•Onsite

About The Position

Appian is seeking a Partner Account Director – U.S. Public Sector to collaborate with our Public Sector leadership team and drive strategy and go-to-market execution across our largest and most strategic partners. This role will be responsible for fostering executive alignment, generating consistent incremental partner-sourced revenue, and supporting exceptional service delivery. This role will align assigned partners across executive, sales, technical, marketing, and delivery functions around Appian solutions to scale the business. The ideal candidate is a strategic and experienced partnerships leader who can develop joint business plans, drive enablement, secure executive buy-in, establish strong cross-functional relationships, and create a consistent operating rhythm that strengthens partnerships and accelerates revenue growth. This role is based at our headquarters in McLean, Virginia. Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office five days a week to foster that culture and ensure we continue to thrive through shared ideas and teamwork. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.

Requirements

10+ years of enterprise software sales, partnerships, alliances, business development, channel, or related go-to-market experience.
7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.
Demonstrated experience in the U.S. Public Sector market within a software company, technology distributor, systems integrator, or consulting organization.
Proven success building and executing partner ecosystem go-to-market strategies.
Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth.
Deep understanding of Public Sector contracting, procurement, sales processes, and industry trends.
Strong understanding of how government integrators and consulting firms operate and how software companies can help accelerate their growth.
Experience selling or partnering with C-level executives and senior decision-makers.
Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.
Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution.
Strong program management skills with the ability to establish accountability and scalable partner management processes.
Executive presence and strong written, verbal, and presentation skills.
Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders.
Ability to thrive in a fast-changing environment while operating with autonomy and clear accountability for results.
Bachelor’s degree, preferably in Business, Computer Science, or a related field.

Nice To Haves

Experience working at a Global Systems Integrator or Federal Systems Integrator delivering technology solutions to the Public Sector market.
Experience transitioning from a GSI or FSI into a software or SaaS organization.
Working knowledge of business process automation and experience identifying and qualifying client solution areas.
Experience orchestrating complex, multi-departmental solution sales.
Experience helping service providers construct consulting and implementation practices around enterprise software products.
Background in enterprise software, SaaS, cloud technology, or business process automation.
Demonstrated success building new partner programs, routes to market, or joint solution offerings.
Tenacious, competitive, thorough, and motivated by achieving superior results.

Responsibilities

Develop and execute strategic business plans for Appian’s largest and most strategic U.S. Public Sector partners.
Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.
Build executive alignment between Appian and assigned partners to establish shared priorities, investment plans, and growth objectives.
Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives.
Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.
Build relationships across partner executive, sales, technical, marketing, and delivery organizations.
Identify customer, partner, and marketplace trends that create opportunities for joint solutions and new routes to market.
Partner with service providers to develop compelling consulting and implementation practices around Appian’s software platform.
Collaborate with Appian Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives.
Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to Public Sector priorities.
Navigate competing internal and external priorities while maintaining accountability for partner outcomes.
Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions.
Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.
Create scalable partner management processes and workflows that improve consistency, accountability, and execution.