Description:
The best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling 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 Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are looking for an experienced Alliance Director to help design the future of our partner ecosystem in the UK. This individual will only drive net-new revenue through existing global Advisory Firms and regional focus partners.
In this role, you will:
- Define the go-to-market rules of engagement on leadership level, margin structures, and operational workflows to ensure the new reseller channel scales without conflict.
- Develop and execute strategic deals with major global integrators and advisory firms
- Own the partner revenue number for assigned UK partners and shift partnerships toward becoming high-impact "lead generation" sources for large enterprise accounts.
- Identify and build new managed services with partners to take to market, selling at a strategic level into major new logo accounts.
- Facilitate account mapping sessions between Appian sales and partner teams to jointly develop opportunities in the most competitive enterprise market in Europe.
- Manage a predictable pipeline of partner-contributed deals, providing visibility to leadership while independently managing alliance workflows.
- Define and scale go-to-market rules of engagement, margin structures, and operational workflows to ensure a scalable reseller channel.
- Act as the primary liaison between Appian HQ and the UKI partner network, translating global directives into regionally relevant execution plans.
About You:
- Bachelor's degree in Business or related field; MBA is a plus.
- 8+ years of relevant Alliances, Partner Sales, or Business Development experience within the UK enterprise software industry; must have a deep understanding of the UK enterprise landscape.
- Demonstrated "builder" profile with the energy and enthusiasm to establish partnerships and revenue streams from scratch rather than being an "order taker".
- Proven experience working with major global advisory firms and system integrators (e.g., Capgemini, TCS, Wipro, NTT Data, PWC).
- Deep understanding of the economic and cultural dynamics of doing business in the UK enterprise market.
- Ability to independently manage alliances and drive strategic, proactive growth in a highly competitive market.
- Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting.
- Working knowledge of solution selling methodology and practice.
- Excellent written / verbal communication and presentation skills.
- Confident, competitive, thorough, and tenacious attitude.
- Excellent communication skills and the ability to fit into a high-energy, collaborative organizational culture.