Senior Sales Solutions Consultant - Public Sector

About the role

As a Senior Solutions Consultant in the next generation of Solution Consulting at Appian (SC 2.0), you will play a pivotal role in driving and managing the technology evaluation stage of the sales process. You will work closely with the sales team as the key technical adviser and product advocate, illustrating the value that Appian’s platform can provide.

Responsibilities

• 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.

• Be willing to travel up to 70% to customer locations throughout the assigned region.

Requirements

• Core Capabilities/Mindset:

  • Customer-obsessed mindset with a willingness to travel up to 70% 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.

  • Act as a true co-seller with Account Executives, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution.

  • 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 or Master's degree in Information Systems, Engineering, Computer Science, or 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.

• Proven success conveying customer requirements to Product Management teams.

• Familiarity with Business Process Management Platforms, Low Code 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).

Qualifications

• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field.

• 5+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.

Benefits

Appian is committed to providing reasonable accommodations to applicants with disabilities throughout the recruitment and hiring process. If you need assistance or an accommodation due to a disability, please contact us by email at ReasonableAccommodations@appian.com.

Pay

Competitive compensation package, including base salary, bonus, and benefits.

Schedule

Full-time position with flexible working hours to accommodate travel and customer engagements.