Senior Manager, Solutions Consulting

Appian•McLean, VA

2d•Onsite

About The Position

Lead and develop an elite team of pre-sales engineers who architect sophisticated solutions, deliver high-impact technical demonstrations, and drive revenue velocity in Appian’s enterprise market. The role is based in McLean, Virginia, and requires on-site work five days per week. The Solutions Consulting team bridges enterprise business challenges with technical execution. Its mission is to secure technical wins by demonstrating Appian’s AI-powered process automation platform, supporting customer acquisition and revenue growth. Under the SC 2.0 operating model, consultants develop value stories and co-create digital transformation strategies. The Senior Manager will lead a team of technical professionals and shape how large enterprises automate core operations. The position operates within a sales incentive plan tied to revenue and bookings and includes autonomy to build system integration strategies, influence product roadmaps, and establish Appian as a standard for enterprise-grade orchestration.

Requirements

Bachelor’s degree in Computer Science, Information Technology, Engineering, Business Administration, Information Systems, or a closely related field; equivalent experience is not accepted in lieu of a degree.
At least 7 years of corporate experience in solutions consulting, pre-sales engineering, or technical architecture within the enterprise software industry.
At least 3 years of direct experience selecting, developing, and leading technical individual contributors or pre-sales engineering teams.
Documented success operating under a formal sales incentive plan tied directly to individual or team revenue, bookings, or unit sales results.
Expert proficiency in designing system integration plans, modern enterprise architecture patterns, complex product demonstrations, and high-stakes technical win strategies.
Ability to travel to customer locations and field events as required, up to 70%.

Nice To Haves

Experience managing technical pre-sales teams in a high-growth SaaS, PaaS, or cloud-native platform environment.
Deep understanding of Business Process Management (BPM), workflow automation, case management, or AI-enabled automation platforms.
Experience with enterprise platforms such as Salesforce or ServiceNow.

Responsibilities

Manage, mentor, and evaluate a high-performing team of 3–6 pre-sales engineering professionals, supporting operational excellence, professional development, and adoption of SC 2.0 behaviors.
Oversee the scoping, design, and execution of tailored technical sales presentations, product demonstrations, and structured proof-of-concept or proof-of-value frameworks for strategic enterprise accounts.
Partner with Account Executives and Sales Directors on opportunity qualification, account planning, territory strategy, and shared accountability for booking outcomes.
Architect customer installation models, system integration plans, and product feasibility analyses to support complex enterprise sales.
Work with Product Management and Product Marketing to translate field patterns and technical customer feedback into future platform capabilities.
Act as a technical liaison and trusted advisor on complex, multi-stakeholder customer projects.
Represent Appian at executive briefings, conferences, and seminars.
Travel to customer locations and field events as required, up to 70%.