Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you’ll be part of a passionate team that’s dedicated to accomplishing hard things.
We are hiring a Senior Account Executive – Insurance to be based in DACH. You will be in charge of driving major enterprise accounts, establishing relationships and providing direct touch across all levels of the end customer, engaging with a broad range of partners.
Your ability to penetrate new customers and organizations within your assigned accounts is essential to your being successful in this role.
Cross-functional EMEA teams from Appian Marketing, Business Development, Customer Success and Solution Consulting functions provide support and tools for you to use to attain and exceed sales performance goals.

WHAT WE NEED TO SEE:

• Experience in influencing Digital transformation, Customer services, Customer experience initiatives at Cx0 level and consulting partners
• Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills. Ability and confidence to work with C Level customers
• Ability to travel within assigned region, working closely with Managers, and SI partners. Occasional travel outside of region required
• A strong understanding of the sales process required with major insurance customers
• High energy with the capability to multi-task in a dynamic, rapidly growing organization
• Entrepreneurial spirit, Autonomy and Curiosity
• A detailed understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc
  This is a field based role. At Appian, we value in-person collaboration as a key driver of innovation and teamwork. While working in-person with customers is our main priority, we believe being in the office also provides more opportunities to come together and celebrate working with the exceptional people across Appian.
  

  LI-EC1

• Run the strategy for the Insurance market in the DACH region
• Use company-wide success and use cases as a blueprint and add own ideas and vertical knowledge
• Resolve if the customer has a valid business need for Appian platform and Customer success services. Discuss business drivers and value with relevant decision makers also on C-Level
• Build and strengthen your business relationship with existing accounts across all hierarchies; follow-up to ensure all their post-sales needs are being met
• Recommend marketing strategies
• Provide status information including forecast/pipeline information
• Identify Appian customer references that can be utilized when reference selling