Principal Solutions Consultant - GAM
As a Government Acquisition Management (GAM) Specialist Solutions Consultant, you will actively drive and manage the technology evaluation stage of the sales process for the GAM Suite. Working in conjunction with the solution sales team as the key technical adviser and product advocate. Using technical creativity and business acumen, you illustrate the value that Appian’s GAM Suite can provide. You will engage and articulate product positioning to both business and technical users in competitive scenarios. You will also rapidly identify all technical issues of assigned opportunities to assure complete customer satisfaction through all stages of the sales process.
What you'll be doing:
Partner with Solution Sales Executives to achieve defined sales goals
Demonstrate how GAM is the premier acquisition solution for government customers by showcasing how it delivers on their desired outcomes
Propose technical and creative business solutions in support of sales activities
Present technical and business aspects of proposed solutions and ability to adjust based on the audience: C-Level and line-level
Represent GAM to customers in virtual and in-person presentations as well as at field events such as conferences, summits, seminars, etc.
Assist with the radiation strategy within the target accounts by building customer relationships
Collaborate with account teams who have the primary relationship with each account.
Work with colleagues across the organization to receive the support needed to accomplish the technical goals
To be successful in this role, you need:
Core Capabilities/Mindset
Customer-obsessed mindset, a quick learner, and intrinsically motivated 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 your Solution Sales Executive and Sales Teams, 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:
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
Experience and familiarity with the federal procurement lifecycle with the ability to articulate the process and common pain points
Ability to strategically problem solve by thinking outside of the box
Technical depth to respond orally and in writing to all functional and technical elements of RFIs/RFPs
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
Familiarity in production environments (application servers, web servers, databases)
Strong verbal and written communication skills and comfortable with customer interactions, requirements analysis, presentations, and system design
Basic qualifications:
Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field
10+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.
US Citizen
#LI-MB1
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.
In addition, 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. Certain positions may be eligible for equity awards.
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
$150,000—$300,000 USD