Technical Delivery Manager (DoW)

About the role

Technical Delivery Managers (TDMs) are responsible for two of our most important company objectives: (1) ensure our customers achieve remarkable business results through technology engagements and (2) drive customer growth through technology expertise, trusted advice, relationships, and, most importantly, demonstrated results. TDMs manage and deliver innovative solutions built on the Appian platform for our customers, overseeing all aspects of agile delivery for Appian led engagements, including risk management and impediment removal. TDMs also team closely with front-line sales reps to drive growth in strategic accounts and integrated deals.

Responsibilities

TDMs engage in all aspects of driving results and growth at strategic accounts, including:

• Project management
• Account management
• Relationship building (both customers and partners)
• Financial management
• Opportunity qualification
• Problem identification
• Project/use case definition
• Demand generation
• Services positioning
• Account strategy

All of these activities are performed in partnership with Appian Sales, Appian Partners, and other members of the Customer Success team, including Customer Success Managers (CSMs).

Requirements

• Proven background in support of DoD; ideally with Army, Navy, or USAF contracts
• 5+ years of experience in an agile delivery environment with at least 1 year of experience leading a team
• B.S./B.A. in Engineering, Computer Science, Information Systems, Mathematics or related field/degree
• Willingness to travel; 10% or less annually to support customer engagement

Qualifications

• Experience managing a book of business using financial management tools and metrics
• Experience leading agile delivery teams and managing enterprise scale technology programs, including collaborating with architects and product designers to design and deliver compelling solutions for customers
• Experience understanding customer's strategic goals, positioning technology to meet their goals, developing application roadmaps with customers, and building compelling business cases to understand investments
• Experience with one or more value selling methods and are exceptional at creating compelling business benefits that can be used in proposals and delivery
• Ability to develop and maintain strategic relationships (stakeholder, buyer, influencer)
• Intellectual curiosity, bias for action, ability to thrive in ambiguity, excellent communication skills
• Experience with software consulting (ideally in a ERP, CRM, BPM/Workflow, Data Integration Architecture or EAI) and/or applied knowledge of enterprise architecture, including data management (Preferred)

Pay

Base Salary Range: $125,000 USD - $250,000 USD. In addition to the base salary, this position is eligible for a government clearance differential. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate's relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. A discretionary bonus may be awarded in recognition of individual and company performance. Certain positions may be eligible for equity awards.

Benefits

Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Benefits may also include an Employee Assistance Program (EAP) with free mental health support, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.

Schedule

This role is based at our HQ in McLean, VA. Employees hired for this position are expected to be in the office 4 - 5 days per week.

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. 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.

Community

Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.