Director, Solutions Consulting - Defense and Intelligence

About this Role

As a Director of Solutions Consulting, you will own Solutions Consulting performance across a region, vertical, or line of business. You will architect team structure, develop managers, drive operational excellence, align field execution with product and GTM strategy, and ensure consistent SC 2.0 execution across teams.

You will help your team operate as trusted advisors, storytellers, co‑sellers, and business owners who engage early, shape strategy, and connect Appian’s platform to measurable customer value.

• Own SC performance across regions, verticals, or business lines.
• Architect SC organizational structure, pods, talent deployment, and coverage models.
• Directly coach Senior Managers and Managers; build the leadership pipeline through promotion planning, calibration, and targeted mentorship.
• Lead quarterly business reviews, performance tracking, territory design, hiring plans, and cross‑region reporting.
• Align with Product, Enablement, Sales, Customer Success, and Marketing stakeholders to translate roadmap innovation into story‑ready and demo‑ready assets.
• Ensure process discipline across Demo Hub usage, AI/Data Fabric/Process HQ adoption, storytelling quality, forecast hygiene, and AE/SC execution standards.
• Drive consistent leadership operating rhythms, inspection standards, and performance accountability across teams.

• Lead, coach, develop, and retain a high‑performing team of Solutions Consultants.
• Partner with Sales leadership to define and execute regional, vertical, or functional sales strategy.
• Drive AE/SC alignment, account planning, opportunity qualification, pipeline discipline, and shared accountability for revenue outcomes.
• Inspect and coach SC 2.0 execution, including early‑stage engagement, discovery quality, demo quality, storytelling, POC/POV governance, and technical win strategy.
• Ensure customer evaluations are disciplined, with executive sponsorship, written success criteria, defined timelines, clear Mutual Action Plans, and measurable outcomes.
• Drive team accountability for demo reuse, customer story creation, reusable asset contribution, and enablement adoption.
• Spend meaningful time in the field with SCs and customers, providing real‑time coaching through preparation, observation, and debriefs.
• Collaborate with Product, Marketing, Professional Services, Customer Success, Partners, Enablement, and Sales leadership to translate roadmap innovation into field‑ready stories, demos, and sales plays.
• Use metrics and operating rhythms to track team performance, forecast accuracy, pipeline impact, technical win rates, enablement progress, and talent development.
• Model Appian’s values of Intensity and Excellence by creating a high‑performing, accountable, customer‑focused team culture.
• Develop and contribute reusable assets, including demos, architectural blueprints, frameworks, customer stories, and enablement content, to help scale best practices across the global Solutions Consulting organization.
• Represent Appian with credibility at customer meetings, executive briefings, field events, conferences, seminars, and internal enablement sessions.

• A customer‑obsessed mindset and the ability to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.
• Exceptional communication and influencing skills, including the ability to uncover business priorities, engage executives and technical decision‑makers, lead strategic discussions, and resolve technical concerns.
• The ability to act as a true co‑seller with Account Executives, sharing accountability for account planning, opportunity qualification, pipeline progression, and revenue outcomes.
• The ability to translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
• Strong problem‑solving skills and the ability to design creative, practical solutions for complex customer environments.
• A commitment to reusable asset creation, knowledge sharing, coaching, and continuous improvement as part of…