Senior Advisory Solutions Consultant

Appian • McLean, VA

5d • Onsite

About The Position

Appian is seeking a Senior Advisory Solutions Consultant specializing in Government Acquisition Management (GAM). This role is crucial for driving the technology evaluation stage of the sales process for the GAM Suite, acting as the key technical advisor and product advocate within the sales team. The consultant will leverage technical creativity and business acumen to demonstrate the value of Appian's GAM Suite to government customers, articulating product positioning to both business and technical users. A primary responsibility is to rapidly identify and resolve technical issues throughout the sales process to ensure customer satisfaction.

Requirements

• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field.
• 5+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.
• US Citizen
• Customer-obsessed mindset, a quick learner, and intrinsically motivated.
• 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.
• Strong verbal and written communication skills and comfortable with customer interactions, requirements analysis, presentations, and system design.

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).

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, adjusting 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.
• Assist with the radiation strategy within 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 technical goals.
• Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
• Act as a true co-seller with Solution Sales Executives and Sales Teams, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution.
• Facilitate customer roadmaps and transformation workshops with senior stakeholders.
• Design architectures that integrate Appian seamlessly into existing enterprise environments.
• 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.

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 Stock Purchase Program (ESPP)
• Retirement/pension plan
• Family-forming benefits
• Employee Assistance Program (EAP) with free mental health support

What This Job Offers

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