Senior Solutions Consultant - Department of War

Senior Solutions Consultant – Department of War

As a Senior Solutions Consultant you will actively drive and manage the technology evaluation stage of the sales process, work closely with the sales team as the key technical adviser and product advocate, illustrate value of Appian’s platform, and ensure complete customer satisfaction through all sales stages.

• U.S. Citizen
• Located in DC Metro Area
• Bachelor’s or Master’s degree in Information Systems, Engineering, Computer Science, or related field
• 5+ years as a Pre‑Sales Engineer or 7+ years in a client‑facing Professional Services/Consulting role involving sales scenarios
• Willingness to travel up to 50 % to customer locations

• Partner with Account Executives to achieve defined sales goals
• Lead efforts to ensure delivery of all technical resources into sales campaigns and propose technical and creative business solutions in support of sales activities
• Design and deliver high‑quality technical Proof of Concepts for prospective customers
• Present technical and business aspects of proposed solutions to a C‑Level audience
• Represent Appian’s product to customers and at field events such as conferences, summits, seminars, etc.
• Assist with the radiation strategy within target accounts by building customer relationships
• Manage target accounts that may span multiple Account Executives
• Work with colleagues across the organization to receive the support needed to accomplish technical goals
• Willingness to travel up to 50 % to customer locations

• Customer‑obsessed mindset with willingness to travel up to 50 % to engage directly with clients and build trusted relationships
• Exceptional communication and influencing skills, uncover business objectives, engage executives and technical decision‑makers, lead strategic discussions, and resolve technical concerns to advance customer outcomes
• Translate business objectives into solution designs that demonstrate how Appian addresses strategic challenges
• Act as a true co‑seller with Account Executives, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution; facilitate customer roadmaps and transformation workshops with senior stakeholders

• Understand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions)
• Design architectures that integrate Appian seamlessly into existing enterprise environments to extend value and accelerate ROI
• Deliver persona‑based, outcome‑oriented demos and narratives that connect Appian capabilities to measurable ROI
• Lead disciplined customer evaluations (POCs/POVs) with clear executive sponsorship, written success criteria, and measurable outcomes
• Develop and contribute reusable assets including demos, architectural blueprints, frameworks, and customer success stories to global repositories

• Bachelor’s degree in related field
• Strong experience as a Pre‑Sales Engineer or client‑facing Professional Services/Consulting role, able to perform custom POCs and demos
• Strategic problem‑solving ability with innovative thinking
• Technical depth to respond to all functional and technical elements of RFIs/RFPs
• Proven success conveying customer requirements to Product Management teams
• Familiarity with Business Process Management Platforms or Application Development Platforms a plus
• Recent experience programming within modern web or enterprise development systems
• Familiarity with production environments (application servers, web servers, databases)
• Strong verbal and written communication skills, customer interaction, requirements analysis, presentations, and system design

• Training and Development: onboarding focused on department‑specific training, continuous learning, mentorship, and First‑Friend program
• Growth Opportunities: leadership program, Appian University, skills‑based training, tuition reimbursement
• Community: alignment with inclusion, 8 employee‑led affinity groups fostering internal and external networks

Appian offers a comprehensive benefits package that supports health, wellbeing, and financial futures, including health…