Account Executive – Public Sector

Requirements

• Consistent Sales Track Record:
• Company Environment: Preference for candidates from a reasonable-sized software company rather than a small startup; you must be able to handle the complexity, process, and environment of a larger enterprise
• Product Knowledge: Background in selling enterprise applications
• Sector Awareness: While deep Public Sector (PS) experience is not strictly essential, some exposure or awareness is highly helpful
• Core Traits: Exceptional drive, grit, and perseverance, combined with high energy and an entrepreneurial spirit
• Communication: Ability to express yourself succinctly and clearly, both verbally and on paper
• Executive Presence: Experience influencing Digital Transformation, Customer Services, and Customer Experience initiatives at the CxO level and with consulting partners
• Sales Acumen: A strong understanding of the sales process and go-to-market strategies, including account segmentation
• Travel: Ability to travel within the assigned region, working closely with Managers and SI partners, with occasional travel outside of the region required

What the job involves

• We are looking for an Enterprise Account Executive to focus strictly on our UKI Public Sector business
• 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 top Systems Integrators (SI)
• Your ability to penetrate new customers and organizations within your assigned accounts is essential to your being successful in this role
• Cross-functional teams from Appian Marketing, Business Development, Customer Success, and Solution Consulting functions will provide support and tools for you to use to attain and exceed sales performance goals
• Drive Public Sector Value: Use company-wide success and use cases as a blueprint, adding your own ideas and vertical knowledge to target central government bodies
• Qualify & Solve: Determine if the customer has a valid business need for the Appian platform and Customer Success services. Apply structured thinking and logical problem-solving to complex challenges
• Engage C-Level: Discuss business drivers and value with relevant decision-makers, including at the CxO level
• Cultivate Relationships: Build and strengthen your business relationship with existing accounts across all hierarchies; follow up to ensure all their post-sales needs are being met
• Strategic Planning: Recommend marketing strategies and identify Appian customer references that can be utilized when reference selling
• Pipeline Management: Provide accurate status information, including forecast and pipeline reporting

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