Technical Delivery Manager (Government Acquisition Management)

About the role

Government Acquisition Management (GAM) 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. In this specialized role, you will help government agencies modernize legacy procurement systems, dramatically reduce procurement cycle times, ensure rigorous compliance, and deliver better value to the public using Appian's pre-built acquisition lifecycle solutions.

GAM TDMs focus on managing and delivering Appian's pre-built acquisition lifecycle solutions. You will oversee all aspects of formal agile delivery for Appian-led engagements, consistent with Appian's structured delivery framework, including risk management and impediment removal. TDMs also team closely with front-line sales reps to drive growth in strategic accounts and integrated deals. 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, and account strategy. All of these activities are performed in partnership with Appian Sales, Appian Partners, Appian's Government Acquisition Management Industry and Product team, and other members of the Customer Success team, including Customer Success Managers (CSMs).

This role is based at our HQ in McLean, VA. Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office 4 - 5 days per week to foster that culture, ensure we thrive through shared ideas and teamwork, and maximize opportunities to connect with the exceptional people across Appian.

Responsibilities

• Oversee all aspects of formal agile delivery for Appian-led engagements, consistent with Appian's structured delivery framework, including risk management and impediment removal
• Team closely with front-line sales reps to drive growth in strategic accounts and integrated deals
• Engage in project management, account management, relationship building (both customers and partners), financial management, opportunity qualification, problem identification, project/use case definition, demand generation, services positioning, and account strategy
• Partner with Appian Sales, Appian Partners, Appian's Government Acquisition Management Industry and Product team, and other members of the Customer Success team, including Customer Success Managers (CSMs)

Qualifications

• Deep expertise in the business process of federal acquisition, possessing a comprehensive understanding of the end-to-end procurement and contracting lifecycle, including familiarity with the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), and modern procurement vehicles
• Experience leading in a formal agility delivery method, managing enterprise-scale technology programs, and collaborating with architects and product designers to design and deliver compelling solutions for customers, including leveraging the speed of low-code platforms to rapidly design, iterate, and deliver to production
• Experience managing a book of business using financial management tools and metrics
• 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
• Industry-experience in Government Acquisition Management
• Experience with software consulting (ideally in ERP, CRM, BPM/Workflow, Data Integration Architecture or EAI) and/or applied knowledge of enterprise architecture, including data management (Preferred)
• A proven track record of leading acquisition products through the full lifecycle and successfully to production
• Hands-on experience implementing, managing, or delivering federal acquisition business systems
• Proven background in support contracts pertaining to Government Acquisition Management
• 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; 20% or less annually to support customer engagement

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.

Schedule

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

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, and family-forming benefits. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.

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

We'll immerse you into our community rooted in respect starting on day one. 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.

About Appian

Appian provides AI automation for mission-critical work. 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 more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]