Distribution Account Manager

About the role

Appian is seeking a Distribution Account Manager to support our U.S. Public Sector business. This strategic, partner-facing role will be responsible for driving alignment, engagement, and growth across Appian’s relationship with a named distribution account and its downstream public sector reseller ecosystem.

Responsibilities

• Help develop, refine, and execute the overall engagement strategy for the assigned distribution partner across U.S. Public Sector routes to market.
• Cook up internal stakeholders across sales, marketing, renewals, and leadership to ensure aligned priorities, clear ownership, and consistent execution.
• Support executive-level engagement with the assigned distribution partner, including preparation for business reviews, escalations, and strategic planning discussions.
• Act as a central point of coordination for distributor-related growth motions, helping translate strategy into actionable plans.
• Advise and influence sourced pipeline creation through the distribution partner and downstream reseller partner ecosystem.
• Partner with internal sales leadership and distribution partner stakeholders to identify growth opportunities, remove friction, and improve execution against pipeline goals.
• Review pipeline trends, inspect opportunity progression, and provide reporting and recommendations to internal leaders.
• Collaborate with internal marketing and assigned distribution partner teams to support campaign planning, MDF utilization, and program execution.
• Ensure campaigns align to growth priorities, target audiences, and partner activation objectives.
• Track execution progress and follow through on agreed joint initiatives.
• Support review and coordination of deal registration processes to improve quality, velocity, and internal visibility.
• Identify process breakdowns and recommend improvements that improve partner experience and internal responsiveness.
• Partner with internal sales leadership and distribution partner stakeholders to identify growth opportunities, remove friction, and improve execution against pipeline goals.
• Support distributor-led downstream reseller enablement activities as a backstop, internal resource, and escalation point.
• Maintain an ongoing view of overall relationship health, including operating rhythm, follow-through, issue resolution, and executive alignment.
• Drive cadence and readiness for executive business reviews, including action tracking and cross-functional accountability.
• Escalate issues appropriately and help resolve complex challenges involving sales, partner engagement, or execution gaps.
• Build trusted relationships with senior leaders at Appian and the assigned distributor.

Qualifications

• 10+ years of demonstrated experience in the technology sector, with meaningful engagement in public sector markets.
• 5+ years of experience working for a technology distributor or OEM/channel organization with a distributor as an assigned account.
• Demonstrated fluency in public sector procurement environments and routes to market.
• Proven ability to operate effectively without direct authority and drive outcomes through influence.
• Executive presence and credibility with senior sales leaders, partner leaders, and distributor stakeholders.
• Strong program management, coordination, and follow-through capabilities.
• Experience working across complex licensing and commercial models, including cloud, SaaS, and perpetual software motions.
• Strong communication, relationship management, and organizational skills.
• Ability to succeed in ambiguous, evolving, startup-like operating environments.

Preferred Qualifications

• Experience with MDF planning, joint campaign execution, or partner marketing programs.
• Experience supporting renewals, subscription lifecycle motions, or recurring revenue models.
• Familiarity with deal registration workflows, partner enablement practices, and distributor operating models in public sector technology.