esident, North America Sales, and will work with other members of the sales leadership team to ensure the overall quota is met.
To be successful in this role, you need to:
Work with and through other functional areas, responsible for all aspects of the customer relationship life-cycle, from initial lead to sale, delivery and fulfillment of business case
Be responsible for managing sales operations including pipeline and forecasting, and achieving quarterly and yearly bookings targets
Manage sales staff to ensure they make yearly quota
Build relationships with key individuals within our prospect and customer base
Engage in strategy and tactical discussions with Account Executives and with coaches/champions to ensure Appian is best positioned to win
Ensure the team is successful in all facets of their job responsibilities: software revenue, relationship building, pipeline building, forecast accuracy
Maintain excellent relationships with other departments within Appian (Customer Success, Finance, Marketing, Sales Development Representatives)
Function as a member of the executive team, making valuable contributions to the overall go to market and sales strategy of the company
Some of the tools and resources we will equip you with include:
Training: Start with Value, which is our 1-3 week training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field. You will also become certified in the ValueSelling Framework®.
Growth: Growth opportunities available through promotion and participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication.
Product: Our Appian product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more about our passion for the product from our Director, Solutions Consulting here.
Culture: You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks. Read more about how our sales culture values openness, curiosity, and collaboration here.
10+ years as a software sales team leader
Successful track-record in enterprise software and technology sales
Strategic thinker, capable of leading sales efforts across all functional areas of the enterprise
Ability to establish and maintain executive relationships with customer key decision makers and thought leaders
Keen management skills that include strategy and tactical planning/execution, territory decisioning, pricing/proposing, negotiating, and more
Adept at skillfully building and leading a sales organization selling into multiple verticals throughout the region, coaching sellers through the sales lifecycle, including customer facing meetings