Senior Solutions Consultant - Insurance

Appian Corporation • Chicago, IL

6d • Hybrid

About The Position

Appian is seeking a Senior Solutions Consultant specializing in the insurance industry. This role is crucial in driving the technology evaluation stage of the enterprise sales process, acting as the primary technical advisor and product advocate for Appian. The Solutions Consulting organization at Appian is central to the company's commercial success, bridging the gap between complex business needs and Appian's platform capabilities to secure technical wins. The team is focused on proving the value of Appian's AI-Powered Process Automation market, driving customer acquisition and growth. The role involves leading demos, discovery, and technical wins with autonomy, crafting tailored narratives, supporting strategic deals, engaging executive-level buyers, and mentoring junior consultants. The Senior Solutions Consultant will help customers understand the business value Appian delivers by moving beyond feature evaluation to storytelling, co-creation of solution strategies, and shaping roadmap conversations. This position is key to Appian's SC 2.0 operating model, demonstrating how Appian drives enterprise-grade process automation, orchestration, and transformation.

Requirements

• Bachelor’s degree in Information Systems, Engineering, Computer Science, Information Technology, Business Information Technology, or a related technical or business field, or equivalent practical experience.
• 5+ years of experience as a Solutions Consultant, Pre-Sales Engineer, Solution Architect, Technical Consultant, Enterprise Architect, or client-facing Professional Services consultant involved in enterprise software sales scenarios.
• Proven success delivering technical demonstrations, custom prototypes, or POCs/POVs for enterprise customers.
• Strong technical fluency in enterprise application architecture, APIs, databases, SQL, integrations, cloud environments, or modern development languages.
• Proven ability to conduct discovery, analyze requirements, present to executives, and translate customer needs into solution designs.
• Ability to travel to customer locations and field events as required by the assigned region or market up to 30%-70% Travel.

Nice To Haves

• Experience building custom demos, prototypes, POCs, POVs, or technical solution architectures for enterprise customers.
• Technical depth to respond to functional and technical elements of RFIs, RFPs, security reviews, and architecture discussions.
• Familiarity with production environments, including application servers, web servers, databases, APIs, integrations, and enterprise architecture patterns.
• Familiarity with Business Process Management, workflow automation, application development platforms, case management, AI-enabled automation, or enterprise orchestration platforms.
• Experience with enterprise platforms such as Salesforce or ServiceNow; these skills translate well into Appian’s Enterprise-Grade Orchestration environment.
• Experience conveying customer requirements and market feedback to Product Management teams.
• Experience contributing reusable demos, technical assets, enablement content, customer stories, industry points of view, or thought leadership.

Responsibilities

• Lead discovery sessions, technical workshops, and customer-facing demonstrations with limited oversight.
• Craft tailored, persona-based narratives that connect Appian capabilities to customer business outcomes.
• Own technical validation activities, including demo strategy, POC/POV support, RFI/RFP responses, and technical objection handling.
• Partner with Account Executives to shape opportunity strategy, improve qualification, and drive technical wins.
• Engage executive-level stakeholders and technical decision-makers with confidence and credibility.
• Contribute reusable demos, customer stories, enablement materials, and field-tested solution patterns.
• Mentor Associate SCs and Solutions Consultants through demo reviews, onboarding support, and informal coaching.
• Partner with Account Executives to achieve defined sales goals and co-own opportunity strategy, pipeline health, qualification, and revenue contribution.
• Engage directly with customers to uncover business objectives, understand technical environments, and build trusted relationships with executives, technical decision-makers, and key stakeholders.
• Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
• Facilitate discovery sessions, roadmap discussions, transformation workshops, and technical evaluations that align Appian solutions to customer priorities.
• Understand customer IT and business landscapes, including ERP, CRM, data, workflow, AI, partner solutions, and existing enterprise architecture.
• Design architectures that integrate Appian into complex enterprise environments to extend value, accelerate ROI, and support long-term transformation.
• Deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable business value.
• Lead or support disciplined customer evaluations, including POCs and POVs, with clear executive sponsorship, written success criteria, defined timelines, and measurable outcomes.
• Respond to technical questions, objections, RFIs, RFPs, and proposal requirements with clear, accurate, and business-relevant guidance.
• Collaborate with Product Management, Marketing, Professional Services, Customer Success, Partners, and leadership to align customer needs with Appian’s roadmap and go-to-market strategy.
• Develop and contribute reusable assets, including demos, architectural blueprints, frameworks, customer stories, and enablement content, to help scale best practices across the global Solutions Consulting organization.
• Represent Appian with credibility at customer meetings, executive briefings, field events, conferences, seminars, and internal enablement sessions.

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: Senior