Strategic Programs Director - Department Navy

Job Summary

The role is a Strategic Programs Director working with the Department of War / Defense Sales team and strategic integrator partners to drive higher PWin on a select portfolio of strategic opportunities. The position is responsible for developing all aspects of Appian's capture as the primary POC to drive opportunities from inception to award, guiding resources through deal cycles with industry best practices.

• Identify and evaluate potential programs for strategic capture opportunities.
• Develop final win themes, win strategies, value propositions, and differentiators.
• Collaborate with all areas of the company required to resource and support the technical and management solutions.
• Support the Proposal Manager and Solutions team by developing the first draft of the requirements‑driven outline, contributing to proposal reviews and development, and providing overall guidance.
• Assess and update competitor capabilities, perform SWOT analyses, and conduct team gap analysis.
• Share overall responsibility with Account Executive for winning the opportunity.
• Establish acquisition and teaming selection criteria and justification.
• Set expectations for moving forward, including anticipated activity schedules, key milestones, and anticipated challenges.
• Identify potential capture risks, and develop avoidance and alternate risk mitigation strategies.
• Conduct post‑RFP reviews for all capture participants to document lessons learned and identify necessary adjustments.

• 15+ years of directly related experience in DoW/DoD.
• Experience closing large deals in the Unrestricted Federal IT Technology and Services space.
• Strong analytical skills for business development, capture management, and procurement strategy.
• Excellent communication skills for working relationships, customer interaction, and formal presentations to senior decision makers.
• Experience analyzing and selecting teaming partners and negotiating sound teaming agreements.
• Established relationships with Department of Defense government customers and key players in federal IT services contracting.
• Extensive acquisition knowledge as related to U.S. government procurement practices.
• Thorough knowledge of the entire Business Development/Program Capture lifecycle and a Shipley-type approach.
• Bachelor's Degree in a relevant field.

Base Salary Range: $150,000–$300,000 USD. Compensation may vary based on experience and other factors. Sales roles may be eligible for a commission plan. Additional benefits include 401(k) with company match, flexible time off, paid parental leave, medical, dental, vision plans, life and disability insurance, wellness programs, flexible spending accounts, health savings account contributions, employee referral bonus program, learning and development resources, and potential equity awards.

Onboarding focuses on equipping new hires with skills and knowledge. Continuous learning is central, supported by mentorship and the First‑Friend program. Diversified opportunities include leadership programs, specialized department training through Appian University, skills‑based training, and tuition reimbursement.

Inclusive community with eight affinity groups, enabling employees to build internal and external networks.

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 law. Appian provides reasonable accommodations to applicants in accordance with all applicable laws.