Account Executive (Public Sector)

Appian; Greater London; On-site; GBP 50,000 - 80,000; Full time

Job summary

Appian is seeking an Enterprise Account Executive in Greater London to drive the Public Sector business across major enterprise accounts. The role involves establishing strong relationships and engaging with top Systems Integrators, along with managing sales pipelines and utilizing company resources effectively.

The ideal candidate will possess a consistent sales track record, exceptional communication ability, and strong executive presence to influence decision-making at the CxO level. A background in selling enterprise applications is essential.

Qualifications

• Strong background in selling enterprise applications.
• Experience influencing CxO level initiatives.
• Ability to articulate business drivers and solutions.

Responsibilities

• Drive enterprise accounts focusing on UKI Public Sector business.
• Establish relationships with Systems Integrators and top customers.
• Utilize company tools to achieve sales performance goals.
• Engage with C-Level decision-makers effectively.
• Manage pipeline and provide accurate forecast information.

Skills

Sales Track Record

Exceptional drive and perseverance

Communication skills

Executive Presence

Sales Acumen

Job description

Requirements

• Consistent Sales Track Record:
• Company Environment: Preference for candidates from a reasonable-sized software company rather than a small startup; you must be able to handle the complexity, process, and environment of a larger enterprise
• Product Knowledge: Background in selling enterprise applications
• Sector Awareness: While deep Public Sector (PS) experience is not strictly essential, some exposure or awareness is highly helpful
• Core Traits: Exceptional drive, grit, and perseverance, combined with high energy and an entrepreneurial spirit
• Communication: Ability to express yourself succinctly and clearly, both verbally and on paper
• Executive Presence: Experience influencing Digital Transformation, Customer Services, and Customer Experience initiatives at the CxO level and with consulting partners
• Sales Acumen: A strong understanding of the sales process and go-to-market strategies, including account segmentation
• Travel: Ability to travel within the assigned region, working closely with Managers and SI partners, with occasional travel outside of the region required

What the job involves

• We are looking for an Enterprise Account Executive to focus strictly on our UKI Public Sector business
• You will be in charge of driving major enterprise accounts, establishing relationships, and providing direct touch across all levels of the end customer, engaging with top Systems Integrators (SI)
• Your ability to penetrate new customers and organizations 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 will provide support and tools for you to use to attain and exceed sales performance goals
• Drive Public Sector Value: Use company-wide success and use cases as a blueprint, adding your own ideas and vertical knowledge to target central government bodies
• Qualify & Solve: Determine if the customer has a valid business need for the Appian platform and Customer Success services. Apply structured thinking and logical problem-solving to complex challenges
• Engage C-Level: Discuss business drivers and value with relevant decision-makers, including at the CxO level
• Cultivate Relationships: Build and strengthen your business relationship with existing accounts across all hierarchies; follow up to ensure all their post-sales needs are being met
• Strategic Planning: Recommend marketing strategies and identify Appian customer references that can be utilized when reference selling
• Pipeline Management: Provide accurate status information, including forecast and pipeline reporting