Senior Advisory Solutions Consultant - Department of War

Senior Advisory Solutions Consultant – Department of War

As a Senior Advisory Solutions Consultant, you will actively drive and manage the technology evaluation stage of the sales process, serving as the key technical adviser and product advocate for Appian’s platform in the Defense sector. Your role involves engaging with business and technical users, articulating product positioning, and ensuring customer satisfaction throughout the sales cycle.

• Partner with Account Executives to achieve defined sales goals.
• Lead efforts to ensure the delivery of all technical resources into sales campaigns.
• Propose technical and creative business solutions to support 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, and seminars.
• 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.
• Travel up to 50% to customer locations throughout the assigned region.

• U.S. citizenship.
• Bachelor’s or Master’s degree in Information Systems, Engineering, Computer Science, or a related field.
• 8+ years of experience as a Pre‑Sales Engineer or 10+ years in a client‑facing Professional Services/Consulting role involving sales scenarios.
• Willingness to travel up to 50% to customer locations.

• Customer‑obsessed mindset with a willingness to travel up to 50% to engage directly with clients.
• Exceptional communication and influencing skills, including the ability to engage executives and technical decision‑makers.
• Ability to translate business objectives and requirements into solution designs.
• Co‑sell with Account Executives, sharing accountability for 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.
• 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 reusable assets including demos, architectural blueprints, frameworks, and customer success stories for global repositories.
• Respond to all functional and technical elements of RFIs/RFPs with technical depth.

• Strong experience as a Pre‑Sales Engineer or client‑facing consulting role.
• Ability to create custom POCs and demos.
• Strategic problem‑solving mindset.
• Deep technical knowledge to address RFIs/RFPs.
• Proven success conveying customer requirements to Product Management teams.
• Familiarity with Business Process Management or Application Development platforms.
• 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.

Base Salary Range: $125,000—$250,000 USD
. Compensation may vary based on experience, qualifications, and market conditions. Eligibility for a commission plan is subject to applicable policies.

Benefits include: 401(k) plan with company match; flexible time off; paid parental leave; medical, dental, and vision coverage; 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.

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 federal, state, or local law. Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at Reason