Solutions Consulting Director (Public Sector & Broad Markets)

Appian; Greater London; On-site; GBP 150,000 - 210,000; Full time

Job summary

Appian is seeking a Director, Solutions Consulting to lead a world-class pre-sales team and drive technical sales for Enterprise customers across the EMEA region.

You will partner with Sales Leadership to qualify opportunities, architect complex integrations, and present high-impact demonstrations and POC/POV frameworks for Fortune 500 clients. Travel up to 70% is expected.

Qualifications

• Bachelor's degree in a technical or business field.
• 10+ years in solutions consulting, pre-sales, or technical architecture.
• 5+ years leading technical teams.
• Willingness to travel up to 70%.
• Experience with BPM, workflow automation, and AI-enabled automation.

Responsibilities

• Lead and manage a high-performing team of pre-sales engineers.
• Architect detailed system integration plans and enterprise solutions.
• Deliver high-impact technical demonstrations and POC/POV frameworks.
• Collaborate with Account Executives on qualification, planning, and territory strategy.
• Influence product direction by translating field feedback into platform capabilities.
• Evangelize Appian at executive briefings, conferences, and client engagements.

Skills

Team leadership

Pre-sales engineering

Solution architecture

Enterprise software

Sales enablement

POC demonstrations

Technical evangelism

Account planning

Territory strategy

Product strategy

SaaS experience

Sales incentives

BPM

Salesforce

ServiceNow

Education

Bachelor's Degree

Tools

Salesforce

ServiceNow

Job description

• Lead and develop an elite team of pre-sales engineers to architect sophisticated solutions, deliver high-impact technical demonstrations, and drive revenue velocity for Appian's enterprise market
• As a Director, Solutions Consulting you are responsible for the technical sales activity within your EMEA region
• You will work closely with the Area Vice President of EMEA to execute the sales strategy of that region
• Enterprise organisation's are facing unprecedented complexity in their digital transformation journeys, making pre-sales engineering leadership more critical than ever
• As a Director, Solutions Consulting you have a premier opportunity to lead a world-class team of technical professionals and directly shape how Fortune 500 companies automate their core operations
• Operating within a structured sales incentive plan tied directly to revenue and bookings results, you will exercise significant autonomy to build system integration strategies, influence product roadmaps, and establish Appian as the gold standard for Enterprise-Grade Orchestration
• Lead and Develop Talent: Manage, mentor, and evaluate a high-performing team of 3-6 pre-sales engineering professionals, ensuring operational excellence, continuous professional development, and complete adoption of SC 2.0 behaviors. You can read more about the SC 2.0 approach here
• Orchestrate Technical Sales: Oversee the scoping, design, and execution of tailored technical sales presentations, product demonstrations, and structured proof-of-concept (POC/POV) frameworks for strategic enterprise accounts
• Partner with Sales Leadership: Partner closely with Account Executives and Sales Directors on opportunity qualification, account planning, territory strategy, and shared accountability for booking outcomes
• Architect Integration Strategies: Architect detailed customer installation models, system integration plans, and product feasibility analyses to accelerate complex, long-cycle enterprise sales efforts
• Influence Product Direction: Partner cross-functionally with Product Management and Product Marketing teams to translate field patterns and technical customer feedback into future platform capabilities
• Evangelize the Platform: Serve as the primary technical liaison and trusted advisor on complex, multi-stakeholder projects with key enterprise clients, representing Appian at executive briefings, conferences, and seminars

Education: Minimum of a Bachelor's Degree in Computer Science, Information Technology, Engineering, Business Administration, Information Systems, or a closely related field of study. (Equivalent experience is not accepted in lieu of a degree)

Mobility: Ability to travel to customer locations and field events as required by the assigned market, up to 70% travel

Leadership: 5+ years of direct experience selecting, developing, and leading technical individual contributors or pre-sales engineering teams

Technical Fluency: Expert proficiency in designing system integration plans, modern enterprise architecture patterns, complex product demonstrations, and high-stakes technical win strategies

Experience: 10+ years of successful corporate experience in solutions consulting, pre-sales engineering, or technical architecture within the enterprise software industry

Commercial Metrics: Documented success operating under a formal sales incentive plan tied directly to individual or team revenue, bookings, or unit sales results

Prior experience managing technical pre-sales teams within a high-growth SaaS, PaaS, or cloud-native platform environment

Deep understanding of Business Process Management (BPM), workflow automation, case management, or AI-enabled automation platforms

We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment