Client Executive - US Army

The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell 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 Client Executive, U.S. Army is a senior strategic role designed for a proven enterprise technology leader with deep Army DNA. This is not a field sales position. This is the person who owns the Army account strategy from the top—working alongside the Regional VP and a high-performing support ecosystem of capture, solutions consulting, and architects to orchestrate deals and grow Appian’s footprint across the full spectrum of the Army enterprise.

Our Army business just reached a landmark $500M Army Enterprise Agreement. We are doubling down—and we need an elite operator who can lead this next phase of growth.

To be successful in this role, you need:

• Army Domain Mastery: A deep, current understanding of Army organizational structure, acquisition processes, and the political dynamics driving modernization.
• A Trusted Advisor: The ability to build and sustain trusted, peer-level relationships with senior Army stakeholders, including SES, Flag Officers, and Secretary-level officials.
• Complex Deal Orchestration: Experience navigating large, multi-year pursuits ($8-figure+) from early shaping through award, leveraging internal resources and partner ecosystems.
• Acquisition Fluency: Command of DoD acquisition vehicles such as OTAs, GWACs, IDIQs, and Enterprise Agreements (EAs).
• Strategic Leadership: The ability to lead without authority, orchestrating a matrixed support team (capture, technical, proposal) toward a unified winning strategy.
• Market Intelligence: To actively seek out industry trends and Army mission requirements to position Appian against competitors and shape thought leadership.

Basic Qualifications:

• 10+ years of direct selling experience or operating as a senior civilian embedded within Army program offices, PAEs, or HQ DA.
• Demonstrated history of closing and expanding 8-figure+ enterprise software agreements with the DoD.
• Strong job tenure: A history of displaying loyalty and perseverance through long, stable job tenure and a positive career trajectory.
• Security Clearance: Active security clearance is required for this role.
• Prior military service (Army, ideally at the field grade or senior NCO level) is strongly preferred.
• Bachelors Degree in a relevant field

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