Global Longtail Sales Specialist

Appian; Chennai; On-site; INR 900,000 - 1,800,000; Full time

Job summary

Appian in Chennai is seeking a Global Longtail Sales Specialist to drive growth in the foundational tiers of Appian's partner ecosystem. You will navigate the B2B sales cycle, qualify opportunities, and bridge longtail partners with Field Sales to accelerate enterprise pipeline validation.

You will own the end-to-end deal registration lifecycle and act as the main conduit between partners and Appian Field Sales, enabling partners and driving pipeline progression across time zones.

Qualifications

• Bachelor's degree in a related field.
• Experience in channel sales support or similar B2B roles.
• Strong English communication and articulate interactions with global stakeholders.

Responsibilities

• Own end-to-end longtail deal registrations and ensure opportunities are validated and escalated for CRM attribution.
• Act as the primary sales conduit between partners, Alliance Team Theater Leaders, and Appian Field Sales to accelerate deal progression.
• Guide partners through Appian’s sales processes and provide enablement materials to position our automation solutions.
• Conduct regular pipeline health checks and engage partners to update stages and uncover expansion areas.
• Manage a high volume of global transactions and partner interactions, converting data into pipeline movement.

Skills

Channel sales

B2B sales enablement

CRM navigation

Sales communication

Education

Bachelor's degree in Business Administration/Marketing/IB

Tools

Salesforce

ServiceNow

Job description

At Appian, our values of Intensity and Excellence define who we are. We set high standards, approach challenges with ambition, and hold ourselves accountable to achieve the best results. As a Global Longtail Sales Specialist, you will act as a primary growth engine for the foundational tiers of Appians global partner ecosystem. Moving beyond standard tracking, you will actively navigate the B2B sales cycle, ask critical qualifying questions, and bridge the gap between longtail partners and Field Sales to accelerate enterprise pipeline validation

What You’ll Do

• Own the end-to-end longtail deal registration lifecycle, ensuring incoming opportunities are validated, monitored, and escalated quickly to maximize partner engagement and ensure accurate CRM attribution.
• Act as the primary sales conduit between partner deal submitters, Alliance Team Theater Leaders, and Appian Field Sales to accelerate cross-functional communication, streamline qualification, and drive deal progression.
• Equip longtail partners for market success by guiding them through Appian’s sales processes, provisioning entry-level enablement materials, and teaching them how to effectively position our core automation solutions.
• Conduct regular pipeline health checks on global longtail opportunities, proactively engaging partners to update sales stages, flag stalled cycles, and uncover potential expansion areas.
• Manage a high volume of global transactions and partner interactions simultaneously, converting data insights into structured pipeline movement

Required Qualifications

• Bachelor's degree in Business Administration, Marketing, International Business, or a related field.
• experience in channel sales support, inside sales, partner success, or similar corporate B2B sales enablement roles.
• Solid experience supporting a B2B sales cycle, with a clear understanding of opportunity qualification and the specific data points Account Executives require to validate a pipeline opportunity.
• Demonstrated experience navigating, updating, and maintaining enterprise CRM systems, with a strong proficiency in Salesforce.
• Exceptional verbal and written English communication skills, capable of interacting professionally with diverse global stakeholders across multiple time zones.

Preferred Qualifications

• Prior experience within a fast-growing software-as-a-service (SaaS) or enterprise software corporation.
• Strong pipeline management skills, with an aptitude for identifying trends and bottlenecks within an indirect sales model.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.