Partner Account Director - Public Sector

Here at Appian, our values of intensity and excellence drive everything we do. We’re looking for a Partner Account Director – U.S. Public Sector who will collaborate with our Public‑Sector leadership team to strategize and execute go‑to‑market plans across our largest and most strategic partners.

This role is based at our headquarters in McLean, Virginia, and requires a presence in the office five days a week.

• Develop and execute strategic business plans for Appian’s largest and most strategic U.S. Public Sector partners.
• Drive partner strategy across co‑sell, resale, demand generation, marketing, enablement, and delivery motions.
• Build executive alignment between Appian and assigned partners to establish shared priorities, investment plans, and growth objectives.
• Generate incremental partner‑sourced pipeline and revenue through joint go‑to‑market initiatives.
• Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.
• Build relationships across partner executive, sales, technical, marketing, and delivery organizations.
• Identify customer, partner, and marketplace trends that create opportunities for joint solutions and new routes to market.
• Partner with service providers to develop compelling consulting and implementation practices around Appian’s software platform.
• Collaborate with Appian Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution of partner initiatives.
• Support development of joint offerings, campaigns, enablement programs, and account strategies aligned to Public Sector priorities.
• Navigate competing internal and external priorities while maintaining accountability for partner outcomes.
• Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions.
• Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.
• Create scalable partner management processes and workflows to improve consistency, accountability, and execution.

• 10+ years of enterprise software sales, partnerships, alliances, business development, channel, or related go‑to‑market experience.
• 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.
• Demonstrated experience in the U.S. Public Sector market within a software company, technology distributor, systems integrator, or consulting organization.
• Proven success building and executing partner‑ecosystem go‑to‑market strategies.
• Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth.
• Deep understanding of Public Sector contracting, procurement, sales processes, and industry trends.
• Strong understanding of how government integrators and consulting firms operate and how software companies can accelerate their growth.
• Experience selling or partnering with C‑level executives and senior decision‑makers.
• Demonstrated ability to operate across co‑sell, resale, demand generation, marketing, and service‑delivery motions.
• Highly analytical and data‑driven, with a strategic mindset and pragmatic execution approach.
• Strong program management skills with ability to establish accountability and scalable partner management processes.
• Executive presence and strong written, verbal, and presentation skills.
• Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders.
• Ability to thrive in a fast‑changing environment while operating with autonomy and clear accountability for results.
• Bachelor’s degree, preferably in Business, Computer Science, or a related field.
• Preferred:
  Experience working at a Global Systems Integrator or Federal Systems Integrator delivering technology solutions to the Public Sector market; experience transitioning from a GSI or FSI into a software or SaaS organization; knowledge of business process automation; experience orchestrating complex, multi‑departmental solution sales; experience…