Senior Solutions Consultant

As a Government Acquisition Management (GAM) Specialist Solutions Consultant, you will actively drive and manage the technology evaluation stage of the sales process for the GAM Suite. Working in conjunction with the solution sales team as the key technical adviser and product advocate. Using technical creativity and business acumen, you illustrate the value that Appian’s GAM Suite can provide. You will engage and articulate product positioning to both business and technical users in competitive scenarios. You will also rapidly identify all technical issues of assigned opportunities to assure complete customer satisfaction through all stages of the sales process.

What you'll be doing:

• Partner with Solution Sales Executives to achieve defined sales goals

• Demonstrate how GAM is the premier acquisition solution for government customers by showcasing how it delivers on their desired outcomes

• Propose technical and creative business solutions in support of sales activities

• Present technical and business aspects of proposed solutions and ability to adjust based on the audience: C-Level and line-level

• Represent GAM to customers in virtual and in-person presentations as well as at field events such as conferences, summits, seminars, etc.

• Assist with the radiation strategy within the target accounts by building customer relationships

• Collaborate with account teams who have the primary relationship with each account.

• Work with colleagues across the organization to receive the support needed to accomplish the technical goals

To be successful in this role, you need:

Core Capabilities/Mindset

• Customer-obsessed mindset, a quick learner, and intrinsically motivated with a willingness to travel up to 70% to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.

• Exceptional communication and influencing skills, with the ability to uncover and understand business objectives, engage executives and technical decision makers, lead strategic discussions, and resolve technical concerns to advance customer outcomes.

• Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.

• Act as a true co-seller with your Solution Sales Executive and Sales Teams, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution.

• Facilitate customer roadmaps and transformation workshops with senior stakeholders. 

Technical Capabilities

• Understand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions).

• Design architectures that integrate Appian seamlessly into existing enterprise environments to extend value and accelerate ROI.

• 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 and contribute reusable assets including demos, architectural blueprints, frameworks, and customer success stories to global repositories for reuse.

Preferred skills:

• Strong experience as a successful Pre-Sales Engineer OR a Professional Services/Consulting role that is client facing and involves sales scenarios - Able to do custom POCs and demos

• Experience and familiarity with the federal procurement lifecycle with the ability to articulate the process and common pain points

• Ability to strategically problem solve by thinking outside of the box 

• Technical depth to respond orally and in writing to all functional and technical elements of RFIs/RFPs

• Proven success conveying customer requirements to Product Management teams

• Familiarity with Business Process Management Platforms, Low Code Platforms, or Application Development Platforms is a plus

• Familiarity in production environments (application servers, web servers, databases)

• Strong verbal and written communication skills and comfortable with customer interactions, requirements analysis, presentations, and system design

Basic qualifications:

• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field

• 5+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.

• US Citizen

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