Account Executive - Manufacturing / Automotive

Enterprise Account Executive – Manufacturing / Automotive

At Appian, we’re seeking to grow our culture of passion, energy, and innovation. Empowered by “the best idea wins,” we thrive on collaboration and a culture of dissent—encouraging all employees to challenge and elevate one another. We strive for diversity and inclusion through continued education and a commitment to equity.

We are looking for an Enterprise Account Executive for Manufacturing & Automotive. You will be in charge of driving success in the Manufacturing and Automotive vertical, establishing meaningful customer relationships and growing this market by building on our global success with marquee brands. Your ability to welcome new customer logos and find new automation projects within your assigned accounts is essential to your being successful in this role.

Cross-functional teams from Appian Marketing, Business Development, Customer Success, and Solution Consulting functions provide support and tools for you to use to attain and exceed sales performance goals.

What you’ll be doing:

• Use company-wide success and manufacturing use cases (such as Manufacturing Execution Systems (MES), Quality Management Systems (QMS), and Supply Chain Management) as a blueprint and add your own ideas and vertical knowledge.
• Resolve if the customer has a valid business need for the Appian platform and Customer Success services, specifically focusing on modernizing factory operations with AI, process orchestration, and legacy system unification.
• Discuss business drivers and value—such as operational efficiency, reduced lead times, and factory/plant optimization—with relevant decision-makers, including at the C-Level.
• Build and strengthen your business relationship with existing accounts across all hierarchies; follow up to ensure all their post-sales needs are being met.
• Recommend go-to-market and marketing strategies specific to the manufacturing and automotive industries.
• Provide status information including forecast/pipeline information.
• Identify Appian customer references within the manufacturing sector that can be utilised during reference selling.

What we need to see:

• Experience in influencing digital transformation, operational excellence, and supply chain initiatives (e.g., automated quality tracking, smart manufacturing, and global demand management) at the CxO level and with consulting partners.
• Excellent verbal and written communication skills; strong presentation, customer service, business, and negotiation skills.
• Ability and confidence to work with C-Level manufacturing and automotive customers.
• Ability to travel within the assigned region, working closely with Managers and SI partners. Occasional travel outside of the region is required.
• A strong understanding of the enterprise sales process.
• High energy with the capability to multi-task in a dynamic, rapidly growing organization.
• Entrepreneurial spirit, autonomy, and curiosity.
• A detailed understanding of go-to-market strategies, including manufacturing sector account segmentation, product alignment, and competitive differentiation.