Director, North America Partners

At Appian, we’re not only about building powerful software, but also about growing our culture of passion, energy, and innovation; great people, great software, great clients, great partners! Appian’s Partner Organization multiplies the efforts of our sales and professional services teams to reach farther and dig deeper with clients.  As a member of this dynamic organization, you will  manage relationships with strategic partners to help sell an award-winning, low-code PaaS product and its services.

Appian is looking for a high-energy, results driven Director, North America Partners (West) to drive and manage the growth of our commercial North America Partners team in the West region. You will be responsible for leading a team of  Partner Managers focused on partner strategy and growth. In this role, you will report directly to the Senior Vice President, Global Partners Organization and will work with other members of the sales and partners leadership teams to ensure overall quota and business objectives are met.

To be successful in this role, you need:

• Lead a team of (6-8) Partner Sales Managers

• Accountable for the total business results of your team

• Participate in defining territories, assigning quotas, and determining target accounts

• Organize your team to drive strong collaboration with the field sales teams, focus on the right partners in each region, recruit and develop new partners, enable partners and ensure we have strong executive alignment across our partner ecosystem

• Work cross functionally to develop a strong partner community through partner advisory councils, partner summits, and regional partner events

• Manage relationship with strategic service providers/systems integrators in the Commercial Space

• Drive business development opportunities for direct software and service sales through Partner relationships

• Oversee the creation and maintenance of Appian delivery practices within strategic Partners

• Function as a member of the Partners leadership team, making valuable contributions to the overall go-to- market and sales strategy of the company

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Some of the tools and resources we will equip you with include: 

• Training: Start with Value, which is our 2 week training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field

• Product: Our Appian product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more about our passion for the product from our Director, Solutions Consulting here

• Culture: You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks. Read more about how our sales culture values openness, curiosity, and collaboration here

Basic qualifications:

• 10+ years of relevant and progressive experience within a SaaS company leading commercial partner teams

  • 15+ years of general management in sales acumen

• Experience in the low code, business process automation, or the digital automation space 

• Strong understanding of contracting properties

• Proven track record of selling into commercial space