Senior Solutions Consultant - Federal Civilian

Appian Corporation • McLean, VA

2d • Onsite

About The Position

Appian is seeking a Senior Solutions Consultant for Federal Civilian roles. This position is part of an exciting transformation within the Sales Solutions Consulting team, redefining the role of a trusted advisor in a mission-driven environment. Solutions Consultants at Appian go beyond feature demonstrations to tell stories, co-create with customers, and shape strategy with technical credibility and business insight. The Solutions Consulting team is a self-starter group passionate about their mission and redefining the Pre-Sales or Sales Engineering profession. They focus on the 'Why' behind mission-critical solutions, using creative storytelling, technical solutioning, and business consulting to demonstrate the business value of Appian's technology. Solutions Consultants act as trusted advisors to customers, partners, sales, product, marketing, and leadership. This role is crucial for fueling the company's growth and individual careers.

Requirements

• US Citizen
• DC Metro Area located
• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field
• 5+ years as a successful Pre-Sales Engineer OR 7+ years in a Professional Services/Consulting role that is client facing and involves sales scenarios
• Customer-obsessed mindset with a willingness to travel up to 50% to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.
• 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.
• Understand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions).
• Strong verbal and written communication skills, customer interaction, requirements analysis, presentations, and system design

Nice To Haves

• Bachelor's degree in a related field
• 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
• Ability to strategically problem solve by thinking outside of the box is required daily
• Technical depth to respond to all functional and technical elements of RFIs/RFPs
• Proven success conveying customer requirements to Product Management teams
• Familiarity with Business Process Management Platforms, or Application Development Platforms is a plus
• Recent experience programming within a modern web or enterprise development systems
• Familiarity in production environments (application servers, web servers, databases)

Responsibilities

• Actively drive and manage the technology evaluation stage of the sales process, serving as the key technical advisor and product advocate.
• Illustrate the value of Appian’s platform using technical creativity and business acumen.
• Engage and articulate product positioning to both business and technical users in competitive scenarios.
• Rapidly identify all technical issues of assigned accounts to assure complete customer satisfaction throughout the sales process.
• Partner with Account Executives to achieve defined sales goals.
• Lead efforts to ensure the delivery of all technical resources into sales campaigns.
• Propose technical and creative business solutions in support of sales activities.
• Design and deliver high-quality technical Proof of Concepts for prospective customers.
• Present technical and business aspects of proposed solutions to a C-Level audience.
• Represent Appian’s product to customers and at field events such as conferences, summits, seminars, etc.
• Assist with the radiation strategy within target accounts by building customer relationships.
• Manage target accounts that may span multiple Account Executives.
• 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 Account Executives, 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 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.

Benefits

• Health coverage
• Employee Assistance Program (EAP) with free mental health support
• Life and disability insurance
• 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: Senior