Account Executive - Aerospace & Defense / Fourth Estate

To apply for the Account Executive position in Aerospace & Defense at Appian, you will need a minimum of 5-10 years of direct sales experience, including at least 2 years in an Enterprise Account Executive role. A demonstrated history of meeting quotas and successfully landing new customer logos is essential. Additionally, experience in selling complex technologies specifically tailored to the Aerospace and Defense community is crucial.

The interview process for the Account Executive role at Appian typically includes multiple stages. You can expect initial conversations with HR to discuss your experience and motivations. Following that, you may be invited to interviews with the hiring manager and team members where you will explore your sales strategies and industry knowledge. A presentation component may also be involved, where you can showcase your skills in a relevant scenario.

At Appian, career development is a focal point of employee success. As an Account Executive, you have access to continuous learning opportunities, specialized training through Appian University, and mentorship programs. We offer leadership programs aimed at emerging managers, ensuring you grow not just in your role but as a leader within the industry.

Appian's company culture is characterized by respect, inclusivity, and continuous innovation. As an Account Executive, you’ll be part of a community that values diverse perspectives and fosters open communication. The culture encourages collaboration, allowing you to leverage expertise from various teams to deliver exceptional value to your clients.

As an Account Executive at Appian, you will have access to a suite of powerful tools designed to streamline your sales process. This includes our AI-powered Appian Process Platform, which enhances the sales experience and enables you to present innovative solutions to your clients. Ongoing technical support and training on these tools will also be provided to ensure you utilize them effectively.

The Account Executive position at Appian stands out due to our commitment to driving significant digital transformation in the Aerospace and Defense sectors. Our products and solutions are top-tier, backed by an extraordinary company culture that believes in nurturing talent and providing meaningful work. You are not just selling; you’re making a real impact through technology.

Appian places a strong emphasis on diversity and inclusion within its hiring practices for Account Executives. We actively seek out diverse candidates and ensure a fair evaluation process, providing equal opportunities for everyone regardless of their background. Our 8 employee-led affinity groups enhance the experience by fostering a sense of belonging from the moment you join.

In answering this question, provide specific examples demonstrating your ability to navigate a complex sales cycle. Highlight your strategies for engaging stakeholders and overcoming objections while maintaining clear communication throughout the process. Emphasize how you leverage resources and teamwork to achieve successful outcomes.

Address this question by discussing your relationship-building tactics, such as conducting thorough client discovery to understand their needs, actively listening, and following up regularly. Provide examples of how you’ve established trust and credibility to enhance engagement with clients in your previous roles.

Share your approach to keeping current, such as subscribing to industry publications, attending relevant conferences, and networking with professionals in the Aerospace and Defense community. Explain how this knowledge informs your sales strategies and helps you position your solutions effectively.

Detail your method for prospecting new clients, which might include market research, utilizing data analytics, and networking through connections in the industry. Share any tools you employ for tracking leads and ensuring consistent follow-up to maximize your chances of securing new logos.

Discuss your ability to quantify benefits in terms relatable to the audience, using clear and impactful metrics, case studies, or testimonials. Mention how you tailor your presentations to emphasize key pain points and illustrate how your solutions address their specific needs.

Be prepared to outline a specific deal, including the challenges faced and the strategies you implemented to navigate the sales cycle. Highlight your role in collaborating with internal resources and influencing key stakeholders to secure a successful outcome.

Share instances where you’ve collaborated with teams beyond sales, such as customer success or marketing. Highlight how these partnerships have improved service delivery and contributed to your overall sales achievements, showcasing your ability to work within a larger organizational framework.

Reflect on your intrinsic motivators, whether it’s achieving targets, making an impact, or being part of a successful team. Discuss how these motivators drive your performance and influence your approach to sales, ultimately delivering value to both clients and the company.

Discuss your approach to objection handling, emphasizing active listening and empathy. Provide examples of how you address concerns head-on, reframe objections into opportunities for discussion, and demonstrate your solutions’ value to alleviate any doubts.

Emphasize the importance of teamwork in your sales process, sharing how collaboration leads to better outcomes. Mention specific instances where teaming with others has allowed you to leverage expertise and provide comprehensive solutions to clients, reinforcing your belief in collective success.