Partner Account Director - Public Sector

About the role

The Partner Account Director – U.S. Public Sector role is critical to driving strategic business plans, enabling executive alignment, and generating incremental partner-sourced revenue across the largest and most strategic partners in the U.S. Public Sector.

Responsibilities

• Develop and execute strategic business plans for Appian’s largest and most strategic U.S. Public Sector partners.
• Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.
• Build executive alignment between Appian and assigned partners to establish shared priorities, investment plans, and growth objectives.
• Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives.
• Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.
• Build relationships across partner executive, sales, technical, marketing, and delivery organizations.
• Identify customer, partner, and marketplace trends that create opportunities for joint solutions and new routes to market.
• Partner with service providers to develop compelling consulting and implementation practices around Appian’s software platform.
• Collaborate with Appian Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives.
• Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to Public Sector priorities.
• Navigate competing internal and external priorities while maintaining accountability for partner outcomes.
• Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions.
• Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.
• Create scalable partner management processes and workflows that improve consistency, accountability, and execution.

Qualifications

• 10+ years of enterprise software sales, partnerships, alliances, business development, channel, or related go-to-market experience.
• 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.
• 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 and identifying mutual business interests that create measurable growth.
• Deep understanding of Public Sector contracting, procurement, sales processes, and industry trends.
• Strong understanding of how government integrators and consulting firms operate and how software companies can help accelerate their growth.
• Experience selling or partnering with C-level executives and senior decision-makers.
• Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.
• Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution.
• Strong program management skills with the ability to establish accountability and scalable partner management processes.
• Executive presence and strong written, verbal, and presentation skills.
• Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders.
• Ability to thrive in a fast-changing environment while operating with autonomy and clear accountability for results.