Principal Solutions Consultant - GAM

Appian • McLean, VA

2d • Hybrid

About The Position

Appian is seeking a Principal Solutions Consultant specializing in Government Acquisition Management (GAM). In this role, you will drive the technology evaluation phase of the sales process for the GAM Suite, acting as a key technical advisor and product advocate. You will leverage technical creativity and business acumen to demonstrate the value of Appian's GAM Suite to both business and technical users in competitive scenarios. Your responsibilities will include identifying technical issues, ensuring customer satisfaction throughout the sales process, and collaborating with the solution sales team to achieve sales goals. You will partner with Solution Sales Executives to demonstrate how GAM meets government customer needs, propose technical and creative business solutions, and present both technical and business aspects of proposed solutions to various audiences. You will also represent GAM at field events and build customer relationships to support the account strategy, working collaboratively with account teams and colleagues across the organization.

Requirements

• Customer-obsessed mindset, a quick learner, and intrinsically motivated
• Willingness to travel up to 70%
• Exceptional communication and influencing skills, with the ability to uncover and understand business objectives, engage executives and technical decision makers, lead strategic discussions, and resolve technical concerns to advance customer outcomes.
• Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
• Act as a true co-seller with your Solution Sales Executive and Sales Teams, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution.
• Facilitate customer roadmaps and transformation workshops with senior stakeholders.
• Understand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions).
• Design architectures that integrate Appian seamlessly into existing enterprise environments to extend value and accelerate ROI.
• Deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable ROI.
• Lead disciplined customer evaluations (POCs/POVs) with clear executive sponsorship, written success criteria, and measurable outcomes.
• Develop and contribute reusable assets including demos, architectural blueprints, frameworks, and customer success stories to global repositories for reuse.
• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field
• 10+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.
• US Citizen

Nice To Haves

• Strong experience as a successful Pre-Sales Engineer OR a Professional Services/Consulting role that is client facing and involves sales scenarios
• Able to do custom POCs and demos
• Experience and familiarity with the federal procurement lifecycle with the ability to articulate the process and common pain points
• Ability to strategically problem solve by thinking outside of the box
• Technical depth to respond orally and in writing to all functional and technical elements of RFIs/RFPs
• Proven success conveying customer requirements to Product Management teams
• Familiarity with Business Process Management Platforms, Low Code Platforms, or Application Development Platforms is a plus
• Familiarity in production environments (application servers, web servers, databases)
• Strong verbal and written communication skills and comfortable with customer interactions, requirements analysis, presentations, and system design

Responsibilities

• Partner with Solution Sales Executives to achieve defined sales goals
• Demonstrate how GAM is the premier acquisition solution for government customers by showcasing how it delivers on their desired outcomes
• Propose technical and creative business solutions in support of sales activities
• Present technical and business aspects of proposed solutions and ability to adjust based on the audience: C-Level and line-level
• Represent GAM to customers in virtual and in-person presentations as well as at field events such as conferences, summits, seminars, etc.
• Assist with the radiation strategy within the target accounts by building customer relationships
• Collaborate with account teams who have the primary relationship with each account.
• Work with colleagues across the organization to receive the support needed to accomplish the technical goals

Benefits

• 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
• employee referral bonus program
• learning and development resources
• Employee Assistance Program (EAP) with free mental health support
• Employee Stock Purchase Program (ESPP)
• retirement/pension plan
• wellness dollars
• tuition reimbursement
• family-forming benefits

What This Job Offers

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