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.
The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.
The AVP, Commercial North America (CNA) Services Sales has ownership and accountability for the Appian Services Sales Plan and Go-to-Market. The leader in this newly established role will carry responsibility for the Services quota for EMEA, and will build a team of Services Sales Specialists over time according to business need. They are responsible for top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to successfully close in partnership with our Core (Software) Sellers and Customer Success teams across a large geography.

Responsibilities:

• Partner with Core (Software) Sales and Customer Success teams.
• Build, mentor, and manage a high-performing sales team, fostering a culture of accountability, collaboration, and success.
• Develop, implement, and refine the sales strategy for services, aligning with company goals and objectives in collaboration with Core (Software) Sales and Customer Success.
• Develop and maintain Services Sales forecasts, tracking key performance metrics to ensure that team targets are met.
• Engage Customers and Prospects leading the end-to-end sales process for Customer Success while working in close collaboration with Core Sales, Customer Success, Value Engineering, Industry Experts, Field Marketing, Executive Team and our Partners.
• Develop and drive the overall long-term Services Sales Strategy with a primary focus on CNA adoption and expansion.
• Build and manage a Services Sales Team focused across North America to consistently achieve or exceed revenue and growth targets.

To be successful in this role, you need:

• Experience leading teams both direct and matrix.
• Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems.
• Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value.
• A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals.
• Actively seeking to understand industry trends to help position against competitors.

Basic Qualifications:

• Ability to identify compelling value propositions that address customer needs by demonstrating an understanding of technology solutions.
• 15+ years of direct customer facing experience and a minimum of 10+ years experience in a role requiring revenue generation, selling complex technologies at the enterprise level.
• Background in Consulting or Systems Integration a plus.
• Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory.
• Bachelor’s Degree.

Responsibilities:

• Partner with Core (Software) Sales and Customer Success teams.
• Build, mentor, and manage a high-performing sales team, fostering a culture of accountability, collaboration, and success.
• Develop, implement, and refine the sales strategy for services, aligning with company goals and objectives in collaboration with Core (Software) Sales and Customer Success.
• Develop and maintain Services Sales forecasts, tracking key performance metrics to ensure that team targets are met.
• Engage Customers and Prospects leading the end-to-end sales process for Customer Success while working in close collaboration with Core Sales, Customer Success, Value Engineering, Industry Experts, Field Marketing, Executive Team and our Partners.
• Develop and drive the overall long-term Services Sales Strategy with a primary focus on CNA adoption and expansion.
• Build and manage a Services Sales Team focused across North America to consistently achieve or exceed revenue and growth targets

To be successful in this role, you need:

• Experience leading teams both direct and matrix.
• Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems.
• Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value.
• A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals.
• Actively seeking to understand industry trends to help position against competitors