Senior Solutions Consultant - Federal Civilian

Appian Corporation • McLean, VA

1d • Hybrid

About The Position

Appian's Sales Solutions Consulting team is undergoing an exciting transformation, redefining the role of a trusted advisor in today's fast-paced, mission-driven environment. Solutions Consultants (SCs) at Appian do more than just demo features; they craft compelling narratives, collaborate with customers, and leverage technical credibility and business insight to shape strategy. This role is part of Appian's SC 2.0 initiative, aimed at fueling the company's growth and advancing careers. The Global Solutions Consulting organization is a unique team of self-starters passionate about their mission, redefining the Pre-Sales or Sales Engineering profession. Whether you are an experienced professional or looking to transition into this field, this is the team, company, and movement to be a part of. Appian Solution Consulting begins with understanding the 'Why' behind mission-critical solutions driving customer success. Through creative persona-based storytelling, technical solutioning, and business consulting, Appian Solution Consultants are instrumental in helping customers grasp the business value of Appian's technology during and after the sales cycle. They serve as trusted advisors to customers, partners, sales, product, marketing, and company leadership. As a Senior Solutions Consultant - Federal Civilian, you will be responsible for driving and managing the technology evaluation stage of the sales process, acting as the key technical advisor and product advocate in collaboration with the sales team. You will utilize technical creativity and business acumen to demonstrate the value of Appian's platform, articulating product positioning to both business and technical users in competitive situations. A key responsibility is to rapidly identify all technical issues within assigned accounts to ensure complete customer satisfaction throughout the sales process.

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
• Willingness to travel 50% to customer locations throughout the assigned region
• 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.
• 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.
• 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.

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)
• Strong verbal and written communication skills, customer interaction, requirements analysis, presentations, and system design

Responsibilities

• Partner with Account Executives to achieve defined sales goals
• Lead efforts to ensure the delivery of all technical resources into the 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 the 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 the technical goals
• Willingness to travel up to 50% to customer locations throughout the assigned region

Benefits

• health coverage
• Employee Assistance Program (EAP) with free mental health support
• life and disability insurance
• an Employee Stock Purchase Program (ESPP)
• a retirement/pension plan
• wellness dollars
• tuition reimbursement
• family-forming benefits

What This Job Offers

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