Strategic Programs Director - Department Navy

Overview

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

Appian is seeking an experienced Strategic Programs Director to work alongside our Department of War / Defense Sales team, and Appian's strategic integrator partners, to drive higher PWin on a select portfolio of strategic opportunities. This position will be responsible for developing all aspects of Appian's capture as the primary POC to drive opportunities from inception to award. The Strategic Programs Director will bring industry best practices to guide Appian resources through the deal cycles.

• 15+ years directly related experience in DoW/DoD.
• Experience closing large deals in the Unrestricted Federal IT Technology and Services space.
• Analytical skills relating to business development, capture management and procurement strategy.
• Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
• Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
• Established relationships with Department of Defense government customers in leadership/thought leadership roles, small and large players in federal IT services contracting, and appropriate government organizations.
• Extensive demonstration of acquisition knowledge as related to US government procurement practices.
• Thorough knowledge of the entirety of Business Development/capture lifecycle and a Shipley-type approach.
• Identify a portfolio of potential programs to be considered by Public Sector Management as Strategic Capture Opportunities.
• Ensure timely development of final win themes, win strategies, value propositions, and differentiators.
• Work with all areas of the company required to resource and support the technical and management solutions.
• Support the Proposal Manager and Solutions team, including developing the first draft of the requirements-driven outline, contributing to proposal reviews and development, and providing overall guidance to the team.
• Assess and continually update competitor capabilities, perform SWOT analysis, and conduct team gap analysis.
• Share overall responsibility with Account Executive for winning the opportunity.
• Establish meaningful acquisition and teaming selection criteria and justification.
• Develop expectations for moving forward including anticipated activity schedule, key milestones, and anticipated challenges.
• Identify potential capture risks, and develop avoidance and alternate risk mitigation strategies.
• Conduct post-RFP reviews for all opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Bachelor’s Degree in a relevant field.

The base salary range provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation depends on factors including relevant experience, qualifications, internal equity, and market conditions. Sales roles may be eligible to participate in a commission plan where applicable.

Base Salary Range: $150,000 — $300,000 USD.

Appian offers a comprehensive benefits package, including health coverage, retirement plans, paid time off, parental leave, life and disability insurance, wellness programs, tuition reimbursement, and equity awards where eligible. Benefits vary by location; contact Talent Acquisition for details specific to your location.

Appian provides AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its reliability and scale. For more information, visit  [Nasdaq: APPN]

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Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.