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 North American Channel Chief will be responsible for building and executing partner strategies within Theater to drive sourced opportunity creation, an aligned field sales motion, and successful project implementation; and to identify and open new routes to market (e.g. Solutions, Managed Services, and BPOs) with our Regional Partners, GSIs, and selected Technology Partners (the latter in in coordination with CTO’s Office).

To be successful in this role, you need to:

• Work with the SVP of North American Sales to develop, execute and enhance a comprehensive channel strategy aligned with overall business objectives spanning National/Regional Partners, Global System Integrators, and selected Technology Partners.
• Manage the Partner RVPs and Partner Sales Managers to ensure alignment with Field Sales, with specific focus on driving pipeline, improving co-sell sales motion, enhancing advance and win rates with National/Regional Partners.
• Manage the North American GSI team to maximize returns from our global relationships and GTM business plans.
• Oversee the execution of Resale into the Commercial market segment.
• Develop and maintain Executive relationships with key Focus, Elite and Premier partners.
• Implement emerging strategies and methods developed at Corporate HQ or within the Global Partner organization.
• Provide a secondary view into forecasting, and an as-needed support function into Partner-attached deals.

Some of the tools and resources we will equip you with include: 

• Training: Start with Value, which is our training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field. You will also become certified in the ValueSelling Framework®.
• Growth: Growth opportunities available through promotion and participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication.
• Product: Our Appian product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more about our passion for the product from our Director, Solutions Consulting here. 
• Culture: You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks. Read more about how our sales culture values openness, curiosity, and collaboration here .

Basic qualifications:

• 15 years relevant experience
• Bachelor’s Degree, preferably in Computer Science or Business
• Experience developing and executing partner strategies for software companies spanning Global System Integrators, National/Regional Partners, Resale, and Partner Development and Operations 
• Preferably based out of the Washington DC area with ability to travel (20-30%)

Preferred qualifications:

• Additional experience with professional services and/or direct software sales
• Relationships within Appian’s existing GSI and National/Regional Partners