Partner Account Director - Public Sector

The role

The Partner Account Director will drive strategy and go-to-market execution across strategic U.S. Public Sector partners. This role involves fostering executive alignment and generating incremental partner-sourced revenue.

What you will do

• Develop and execute strategic business plans for largest U.S. Public Sector partners.
• Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery.
• Build executive alignment between Appian and assigned partners.
• Generate incremental partner-sourced pipeline and revenue.
• Establish a strong operating rhythm with partners including business reviews and pipeline inspection.
• Build relationships across partner executive, sales, technical, marketing, and delivery organizations.
• Identify customer, partner, and marketplace trends for joint solutions.
• Partner with service providers to develop consulting and implementation practices.
• Collaborate with Appian Sales, Marketing, Customer Success, Product, and Services teams.
• Present partnership strategy and performance to senior stakeholders.

Required qualifications

• 10+ years of enterprise software sales, partnerships, alliances, business development, channel, or related go-to-market experience.
• Demonstrated experience in the U.S. Public Sector market within a software company, technology distributor, systems integrator, or consulting organization.
• Proven success building and executing partner ecosystem go-to-market strategies.
• Experience leading strategic alliance relationships.
• Deep understanding of Public Sector contracting, procurement, sales processes, and industry trends.
• Strong understanding of how government integrators and consulting firms operate.
• Experience selling or partnering with C-level executives and senior decision-makers.
• Ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.
• Highly analytical and data-driven.
• Strong program management skills.
• Executive presence and strong written, verbal, and presentation skills.
• Bachelor’s degree

Nice to have

• 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles
• Bachelor’s degree, preferably in Business, Computer Science, or a related field
• Experience working at a Global Systems Integrator or Federal Systems Integrator
• Experience transitioning from a GSI or FSI into a software or SaaS organization
• Working knowledge of business process automation and experience identifying and qualifying client solution areas
• Experience orchestrating complex, multi-departmental solution sales
• Experience helping service providers construct consulting and implementation practices around enterprise software products
• Background in enterprise software, SaaS, cloud technology, or business process automation
• Demonstrated success building new partner programs, routes to market, or joint solution offerings

Benefits

• 401(k) plan with company match
• Flexible time off
• Paid parental leave
• Medical, dental, and vision plans
• Life insurance
• Disability insurance
• Wellness programs
• Flexible spending accounts
• Health savings account contributions
• Employee referral bonus program
• Learning and development resources
• Employee Stock Purchase Program (ESPP)

About the company

Appian provides AI automation for the most important business processes at the world’s largest organizations. Their platform is known for its unique power, reliability, and scale.