Global Partner Director; AWS

About Us:

Appian helps organizations build apps and workflows rapidly, with a low-code automation platform. Combining people, technologies, and data in a single workflow, Appian can help companies maximize their resources and improve business results. Many of the world’s largest organizations use Appian applications to improve customer experience, achieve operational excellence, and simplify global risk management and compliance. Our employees create opportunities to drive hands-on impact both with our customers and throughout the organization, which creates an environment where meaningful work is met with career growth and opportunity. As a result, we are proud to have been recognized as a Washington Post Top Workplace for seven consecutive years. Simply put, we are changing the way businesses operate and our employees are to thank for Appian’s success.

Appian is a platform for building enterprise software applications, faster. We help you automate
and transform your business by creating new apps from scratch, or by connecting and
enhancing legacy applications – all up to 20X faster than traditional development. With Appian,
you get the speed of low-code development with the power of intelligent automation in one
trusted and unified cloud platform.

The Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in
driving Appian's growth globally. We are looking for an experienced Global Partner Director for
AWS to promote work within Appian's internal sales team and defined integrator partners to
achieve aggressive growth and revenue goals. This role reports to the VP Global Strategic
Alliances. This individual will manage 1-2 direct reports along with full collaboration with multiple
other internal Appian Teams, and will make a noticeable impact on Appian by managing the
growth and expansion of the AWS partnership along with specific relationships with global
system integrator (GSI) partnerships in each theater.
Responsibilities:
● Own responsibility for generating partner sourced opportunities hand in hand with the
AWS teams and Appian Theater sales teams
● Align closely with the Appian Partner Sales Leaders to establish regional relationships
and drive Theater specific pipeline growth
● Work with regional Account Executives and sales leadership in each theater to leverage
AWS partner relationships to gain entry to new accounts and grow our established
accounts
● Collaborate with Appian Regional Partner Executives to ensure that joint messaging,
solutions, and go-to-market activity is executed successfully at the Regional level
● Develop and maintain key relationships with AWS leaders globally and regionally
● Drive sales & pipeline generation for direct sales through AWS
● Exceed new logo sales targets
● Exceed targets for joint built AWS/Appian solutions
● Accurately forecast Sales lifecycle and stages in Salesforce, Maintain accurate
dashboards
● Manage the overall Appian partnership within the AWS partner program benefits and
requirements
● Educate and enable both Appian sales teams and AWS sales teams on the benefit of
Appian's software and how, when and why we should partner
● Foster & nurture relationships with AWS executives to the practice leaders at the GSI’s
● Uncover and develop new go-to-market programs with the GSI’s to drive Appian’s sales
pipeline as well as AWS consumption

Qualifications:
● Bachelor’s Degree, preferably in Technology, Business Management/Entrepreneurship
or Computer Science
● A minimum of 10 years previous partner/channel enterprise software sales experience
relevant experience in a software/services firm
● AWS management experience a plus along with executive contacts and live network of
relationships in place
● Strong track record of exceeding sales quota
● Experience managing a revenue portfolio over $25 million
● Experience managing large international partners such as Accenture, EY, Deloitte,
KPMG
● Demonstrated success in working with service providers in business development and
the construction of services "practices" around specific software products
● Working knowledge of business process automation with a history of qualifying client
solution areas and orchestrating multi departmental solution sales
● Working knowledge of solution selling methodology and practice
● Excellent written / verbal communication and presentation skills
● Confident, competitive, thorough, and tenacious attitude
● Able to work independently, but within a cross functional team environment
● Ability to travel globally

Appian Corporation is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker, Pay Transparency Nondiscrimination.  

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.