Federal Account Manager - Army

The Federal Account Manager is designed to help a new entrant to the position transition from an inside sales role to that of an Account Executive (AE).  To maximize our success, we have designed this position to work directly under the supervision of a Senior AE, who will, in turn, have oversight from the cognizant Regional Vice President (RVP) and Area Vice President (AVP). The AM will work with the Senior AE in researching organizations, personnel, opportunities and the partner ecosystem.  With that information they will collaborate with the RVP to develop and implement a business strategy. 

The Federal AM is also tasked with improving sales in the territory by leveraging the partner sales community. Collaborating with the partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical. The focus is aimed at net new, incremental sales opportunities where success will most likely be achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

• Building pipeline through prospecting and top-of-funnel activities

• Directly selling through an inside, direct marketing environment to deliver sales targets and consistently achieve quota

• Drive account strategies and coordinate team selling efforts with appropriate partners to close business on a monthly, quarterly and annual basis

• Effectively develop channel relationships, communicate and coach ideas and concepts to external partner representatives on how to position and close Appian opportunities

• Accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings

• Support and provide guidance to both field and partner marketing events

• Accurately forecast license bookings, specific products revenue, CS bookings and new accounts on a weekly, monthly and quarterly basis via Salesforce.com

• Accomplishing the workload required for a high-volume sales role

• Building a business case and establishing value: develop and present proposals to customers with information that demonstrates the ability of the Appian portfolio to meet the customers’ business objectives and justify the sale

Required Skills (To be successful)

• 1-3 years of proven business development/ inside sales experience in a dynamic, highly competitive, ever-changing sales environment

• Prospecting: a proven track record of penetrating accounts, reaching decision-makers, establishing solid, long term and closing business

• Demonstrated experience exceeding/achieving KPIs and targeted business goals

• A desire to work the bookends of the sale – prospecting and closing with a demonstrated achievement in sales closing

• Demonstrated ability to take initiative and work independently in a fast-paced team environment ie. positive and competitive attitude with a strong work ethic

• Passionate about hunting and closing new opportunities

• Demonstrated time management and communication skills

• Proficiency with Salesforce.com, LinkedIn Navigator, 6-Sense, G Suite and similar technologies

• Comfortable supporting Partners negotiating deals with deeply complex terms, conditions, price pressures and considerations

The base salary for this role is between $50,000-$150,000 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal p