Senior Advisory Solutions Consultant - GAM

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.

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 with the solution sales team as the key technical adviser and product advocate, you will 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 and rapidly identify technical issues to assure customer satisfaction through all stages of the sales process.

• Partner with Solution Sales Executives to achieve defined sales goals
• Demonstrate how GAM is the premier acquisition solution for government customers by showcasing outcomes
• Propose technical and creative business solutions in support of sales activities
• Present technical and business aspects of proposed solutions and adjust based on the audience: C-Level and line-level
• Represent GAM to customers in virtual and in-person presentations and at field events
• Assist with the radiation strategy within 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, quick learner, and intrinsically motivated with willingness to travel up to 70% to engage directly with clients and align Appian solutions with strategic objectives
• Exceptional communication and influencing skills to engage executives and technical decision makers and resolve technical concerns
• Translate business objectives into solution designs showing how Appian addresses 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 into existing enterprise environments to extend value and ROI
• Deliver persona-based, outcome-oriented demos and narratives connecting Appian capabilities to measurable ROI
• Lead disciplined customer evaluations (POCs/POVs) with executive sponsorship and measurable outcomes
• Develop and contribute reusable assets for global repositories

• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field
• 5+ years of experience supporting enterprise SaaS sales cycles with discovery, solution design, executive engagement, and measurable business value
• US Citizen
• Strong experience as a Pre-Sales Engineer or in a client-facing Professional Services/Consulting role with sales scenarios
• Experience with federal procurement lifecycle and ability to articulate processes and pain points
• Ability to solve problems strategically and think outside the box
• Technical depth to respond to RFIs/RFPs orally and in writing
• Proven ability to convey customer requirements to Product Management
• Familiarity with Business Process Management Platforms, Low Code Platforms, or Application Development Platforms
• Familiarity with production environments (application servers, web servers, databases)
• Strong verbal and written communication skills for customer interactions

Base Salary Range: $125,000 — $250,000 USD

• Tools and Resources
  :
  Training and development during onboarding, ongoing mentorship, and resources to support continuous learning
• Growth Opportunities
  :
  Leadership programs, Appian University training, and tuition reimbursement
• Community
  :
  Inclusive culture with employee-led affinity groups and active networking opportunities

Appian offers a comprehensive benefits package to support health, wellbeing, and financial future. Benefits may include health coverage, mental health support, life and disability insurance, retirement programs, wellness dollars, tuition reimbursement, family-forming benefits, and more. Benefits vary by country.

Appian provides AI automation for mission-critical work. Our platform automates complex processes in large enterprises and governments. For more information, visit the Appian website.

Appian is an equal opportunity employer. All qualified applicants will receive consideration for…