Senior Advisory Solutions Consultant - Department of War

About the role

In the Department of War, you will actively drive and manage the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical adviser and product advocate. Your responsibilities include:

• Partner with Account Executives to achieve defined sales goals
• Lead efforts to ensure the delivery of all technical resources into the sales campaigns
• Propose technical and creative business solutions in support of sales activities
• Design and deliver high quality technical Proof of Concepts for prospective customers
• Present technical and business aspects of proposed solutions to a C-Level audience
• Represent Appian’s product to customers and at field events such as conferences, summits, seminars, etc.
• Aid with the radiation strategy within the target accounts by building customer relationships
• Manage target accounts that may span multiple Account Executives
• Work with colleagues across the organization to receive the support needed to accomplish the technical goals
• Willingness to travel up to 50% to customer locations throughout the assigned region

Responsibilities

As a Senior Advisory Solutions Consultant - Department of War, you will:

• Partner with Account Executives to achieve defined sales goals
• Lead efforts to ensure the delivery of all technical resources into the sales campaigns
• Propose technical and creative business solutions in support of sales activities
• Design and deliver high quality technical Proof of Concepts for prospective customers
• Present technical and business aspects of proposed solutions to a C-Level audience
• Represent Appian’s product to customers and at field events such as conferences, summits, seminars, etc.
• Aid with the radiation strategy within the target accounts by building customer relationships
• Manage target accounts that may span multiple Account Executives
• Work with colleagues across the organization to receive the support needed to accomplish the technical goals
• Willingness to travel up to 50% to customer locations throughout the assigned region

Requirements

Basic qualifications:

• US Citizen
• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field
• 8+ years as a successful Pre-Sales Engineer OR 10+ years in a Professional Services/Consulting role that is client facing and involves sales scenarios

Qualifications

• Willingness to travel 50% to customer locations throughout the assigned region

Skills

• Core Capabilities/Mindset
• Customer-obsessed mindset with a willingness to travel up to 50% to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives
• Exceptional communication and influencing skills, with the ability to uncover and understand business objectives, engage executives and technical decision makers, lead strategic discussions, and resolve technical concerns to advance customer outcomes
• Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges
• Facilitate customer roadmaps and transformation workshops with senior stakeholders
• Technical Capabilities
• Understand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions)
• Design architectures that integrate Appian seamlessly into existing enterprise environments to extend value and accelerate ROI
• Deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable ROI
• Lead disciplined customer evaluations (POCs/POVs) with clear executive sponsorship, written success criteria, and measurable outcomes
• Develop and contribute reusable assets including demos, architectural blueprints, frameworks, and customer success stories to global repositories for reuse

Preferred skills

• Bachelor's degree in a related field
• Strong experience as a successful Pre-Sales Engineer OR a Professional Services/Consulting role that is client facing and involves sales scenarios - Able to do custom POCs and demos
• Ability to strategically problem solve by thinking outside of the box is required daily
• Technical depth to respond to all functional and technical elements of RFIs/RFPs
• Proven success conveying customer requirements to Product Management teams
• Familiarity with Business Process Management Platforms, or Application Development Platforms is a plus
• Recent experience programming within a modern web or enterprise development systems
• Familiarity in production environments (application servers, web servers, databases)
• Strong verbal and written communication skills, customer interaction, requirements analysis, presentations, and system design

Benefits

Base Salary Range: $125,000 USD - $250,000 USD

Tools and Resources

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education.

About Appian

Appian provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for 25 years and understand enterprise operations like no one else. For more information, visit appian.com.