Account Executive - job 1 of 2

As an Account Executive at Appian, your primary responsibilities include managing complex sales cycles, understanding customer needs, delivering compelling presentations, and building strong relationships with various stakeholders. You will also work cross-functionally with internal teams to drive customer success and revenue growth.

To be successful as an Account Executive at Appian, you should have 5-10+ years of direct selling experience and at least 2 years as an Enterprise Account Executive. A strong history of quota achievement, ability to land new customer logos, and a demonstrated commitment to your career trajectory are essential.

Appian invests heavily in the development of its Account Executives. New hires benefit from comprehensive onboarding, department-specific training, mentorship, and various growth opportunities through programs such as Appian University and leadership training, ensuring you have the resources needed to thrive.

At Appian, our culture is defined by respect and teamwork. As an Account Executive, you'll be part of an inclusive community that values collaboration, encourages candid communication, and fosters a strong support network through our employee affinity groups, allowing you to build meaningful connections.

Appian encourages innovation by empowering Account Executives to keep abreast of industry trends and competitor positioning. By understanding and adapting to market changes, you'll be able to offer unique solutions that not only meet but surpass customer expectations, driving digital transformation.

To manage a complex sales cycle effectively, I prioritize thorough client discovery and leveraging internal resources throughout the process. I maintain clear communication with all stakeholders and continuously assess the customer's evolving needs to ensure that I can adapt my strategy accordingly.

Absolutely! In a challenging deal I managed, I focused on building relationships and understanding the client's strategic objectives. I remained flexible and provided tailored solutions that directly addressed their pain points, ensuring a successful close and creating a lasting partnership.

I believe understanding the competition is critical. I regularly review competitors’ offerings and positioning to identify gaps in their solutions. This knowledge allows me to frame our offerings in a way that highlights Appian’s unique advantages, setting us apart in conversations with potential clients.

Customer feedback is invaluable; I actively seek it throughout the sales process. It not only helps me adapt my approach but also fosters trust with clients. By demonstrating that I value their perspectives, I can build long-term relationships and successfully close deals.

Meeting and exceeding quotas is all about consistent effort and strategy. I set clear, achievable goals and break them down into manageable steps. By maintaining a pipeline and continually prospecting while nurturing existing relationships, I remain proactive in driving sales.

Presenting to C-Level executives requires understanding their priorities and how our solutions align with their goals. I tailor my presentations to focus on ROI and strategic value, ensuring that each session addresses their concerns and positions Appian as a partner in their success.

I emphasize open communication and genuine engagement. Regular check-ins, offering insights on industry trends, and being responsive to their needs help maintain trust. I view my clients as partners and strive to provide value beyond the initial sale.

To stay motivated during challenging times, I remind myself of the bigger picture and my goals. I set smaller milestones to achieve manageable wins, maintain a positive mindset, and often lean on my team for support and encouragement throughout difficult phases.

If a key deal stalls, I’d reach out to the client to understand their concerns and obstacles. I would analyze if there’s something I can do to address those worries and reassess our proposal to see how it can be adjusted to better meet their needs.

A successful onboarding process starts with setting expectations and clear communication. I involve key stakeholders early on, ensure training aligns with their needs, and maintain ongoing support to facilitate a smooth transition and foster a strong partnership from the outset.