Account Executive - Northern Europe

Account Executive - Northern Europe at Appian Corporation
About the role At Appian, we embody values of intensity and excellence, setting high standards for ourselves and our work. We are seeking a Senior Enterprise Account Executive to join our team in the Netherlands. In this position, you will be responsible for managing large enterprise accounts, developing strategic relationships, and engaging with key stakeholders across various levels within client organizations.

Your role will involve driving digital transformation initiatives, promoting the Appian platform, and ensuring customer success through consultative selling and strategic account management. This is an on-site role based in Amsterdam, where you will work closely with clients, partners, and internal teams to achieve sales targets and expand our presence in the region.
Key facts

Location:

Amsterdam, Netherlands
Engagement:
Full-time
Team:
Sales
What you'll do   Develop and implement comprehensive account plans for enterprise customers across the Netherlands and Benelux, focusing on multiple sectors including financial services, government, and other industries.
Leverage existing success stories, case studies, and industry insights to demonstrate the value of the Appian platform and solutions to prospective and current clients.
Conduct detailed assessments of customer needs related to digital transformation, automation, and customer experience initiatives, aligning these needs with the capabilities of the Appian platform.
Engage with decision-makers at all levels within client organizations, including C-level executives, to articulate the business value and ROI of Appian solutions.
Build and nurture long-term relationships with existing accounts, ensuring ongoing customer satisfaction, identifying upsell opportunities, and addressing post-sales requirements effectively.
Collaborate with marketing teams to suggest and implement targeted marketing strategies that support sales growth and brand awareness in the region.
Maintain accurate and up-to-date records of sales activities, forecasts, pipeline status, and account interactions within the CRM system.
Identify and develop customer references and success stories to support reference selling and peer-to-peer marketing initiatives.
Work closely with internal teams such as technical consultants, customer success managers, and product specialists to ensure seamless delivery and implementation of solutions.
Participate in industry events, conferences, and client meetings to promote Appian's offerings and strengthen relationships within the regional market.
Provide feedback from clients and market insights to the product and marketing teams to help shape future offerings and strategies.
Travel within the designated region as needed to meet with clients, attend events, and support sales activities, with occasional travel outside the region if required.
Stay current with industry trends, competitive landscape, and emerging technologies to effectively position Appian solutions and maintain a consultative approach.
Assist in developing proposals, presentations, and contracts that meet client needs and align with company policies.
Act as a trusted advisor to clients, guiding them through the digital transformation journey and demonstrating how Appian's platform can address their unique challenges.
Requirements   Proven experience in driving digital transformation and customer experience initiatives at the executive level, with a track record of success in enterprise software sales.
Experience working with consulting partners and understanding the dynamics of partner ecosystems.
Strong verbal and written communication skills, with the ability to deliver compelling presentations and negotiate effectively.
Demonstrated ability to engage and influence C-level executives and decision-makers.
Willingness and ability to travel within the region and collaborate closely with managers and system integrator partners, with occasional travel outside the region.
Deep understanding of the sales process, including prospecting, qualification, solution presentation, negotiation, and closing.
High energy, proactive attitude, and the…