Partner Sales Director

The best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers' biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

The Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are looking for an experienced Alliance Director to help design the future of our partner ecosystem in DACH. This individual will not only drive net-new revenue through existing global Advisory Firms and regional focus partners 

In this role, you will:

• Define the go-to-market rules of engagement on leadership level, margin structures, and operational workflows to ensure the new reseller channel scales without conflict. 
• Own the partner revenue number for  assigned partners and shift partners to “lead generation” sources. 
• Facilitate high-impact account mapping sessions between Appian sales teams and partner account teams to jointly develop customer opportunities in major enterprise accounts. 
• Responsibility to plan and execute on partner business plan for assigned partnerships
• Plan and execute Demand Generation activities for assigned partnerships in DACH
• Manage a predictable pipeline of partner-contributed deals, providing weekly visibility to Appian sales and alliance team leadership. 
• Collaborate with our partner experience and enablement team to ensure regional delivery partners are technically proficient and certified on the latest Appian value proposition.
• Act as the primary liaison between Appian HQ and the DACH partner network, translating global directives into regionally relevant execution plans. 

About You:

• Bachelor's degree in Business or related field; MBA is a plus. 
• 8+ years of relevant Alliances, Channel Sales, or Business Development within the enterprise software industry in DACH; existing relationships at top DACH system integrators and distributors is a plus.
• 3+ years experience in direct sales roles
• 4+ years experience in working with big Advisory firms
• Specific, demonstrable experience of starting something new-whether launching a new region, standing up a distribution model, or overhauling a partner program.
• Deep understanding of the economic and cultural nuances of doing business in DACH
• Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting.
• Working knowledge of solution selling methodology and practice.
• Excellent written / verbal communication and presentation skills.
• Confident, competitive, thorough, and tenacious attitude.
• Bilingual fluency in English & German is required.