Account Executive - UK Public Sector
We are looking for an Enterprise Account Executive to focus on our UKI Public Sector business. You will be in charge driving major enterprise accounts, establish relationships and provide direct touch across all levels of the end customer, engaging with the top SI.
You will be in charge of driving major enterprise accounts, establishing relationships, and providing direct touch across all levels of the end customer, engaging with top Systems Integrators (SI). Your ability to penetrate new customers and organizations within your assigned accounts is essential to your being successful in this role. Cross-functional teams from Appian Marketing, Business Development, Customer Success, and Solution Consulting functions will provide support and tools for you to use to attain and exceed sales performance goals.
What you’ll be doing:
Drive Public Sector Value: Use company-wide success and use cases as a blueprint, adding your own ideas and vertical knowledge to target central government bodies.
Qualify & Solve: Determine if the customer has a valid business need for the Appian platform and Customer Success services. Apply structured thinking and logical problem-solving to complex challenges.
Engage C-Level: Discuss business drivers and value with relevant decision-makers, including at the CxO level.
Cultivate Relationships: Build and strengthen your business relationship with existing accounts across all hierarchies; follow up to ensure all their post-sales needs are being met.
Strategic Planning: Recommend marketing strategies and identify Appian customer references that can be utilized when reference selling.
Pipeline Management: Provide accurate status information, including forecast and pipeline reporting.
What we need to see:
Consistent Sales Track Record:
Company Environment: Preference for candidates from a reasonable-sized software company rather than a small startup; you must be able to handle the complexity, process, and environment of a larger enterprise.
Product Knowledge: Background in selling enterprise applications
Sector Awareness: While deep Public Sector (PS) experience is not strictly essential, some exposure or awareness is highly helpful
Core Traits: Exceptional drive, grit, and perseverance, combined with high energy and an entrepreneurial spirit.
Communication: Ability to express yourself succinctly and clearly, both verbally and on paper.
Executive Presence: Experience influencing Digital Transformation, Customer Services, and Customer Experience initiatives at the CxO level and with consulting partners.
Sales Acumen: A strong understanding of the sales process and go-to-market strategies, including account segmentation.
Travel: Ability to travel within the assigned region, working closely with Managers and SI partners, with occasional travel outside of the region required.
Your ability to penetrate new customers and organizations within your assigned accounts is essential to your being successful in this role.
Cross-functional teams from Appian Marketing, Business Development, Customer Success and Solution Consulting functions provide support and tools for you to use to attain and exceed sales performance goals.
What you’ll be doing:
Use company-wide success and use cases as a blueprint and add own ideas and vertical knowledge
Resolve if the customer has a valid business need for Appian platform and Customer success services
Discuss business drivers and value with relevant decision makers also on C-Level
Build and strengthen your business relationship with existing accounts across all hierarchies; follow-up to ensure all their post-sales needs are being met
Recommend marketing strategies
Provide status information including forecast/pipeline information
Identify Appian customer references that can be utilized when reference selling
What we need to see:
Experience in influencing Digital transformation, Customer services, Customer experience initiatives at Cx0 level and consulting partners
Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.
Ability and confidence to work with C Level customers
Ability to travel within assigned region, working closely with Managers, and SI partners. Occasional travel outside of region required
A strong understanding of the sales process
High energy with the capability to multi-task in a dynamic, rapidly growing organization
Entrepreneurial spirit, Autonomy and Curiosity
A detailed understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc
The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. 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. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.
Appian offers a comprehensive benefits package, which may include health coverage, life and disability insurance, an Employee Assistance Program (EAP) with free mental health support, an Employee Stock Purchase Program (ESPP), lifestyle allowance, tuition reimbursement, and family-forming benefits. Benefits may vary by country. Please ask your Talent Acquisition Specialist for details on the benefits available in the location you are applying to.
Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.
Base Salary Range
£88,000—£137,500 GBP