Account Executive

Appian; Bardi; In loco; EUR 90.000 - 130.000; Tempo pieno

Vantaggi offerti da questo lavoro

Health coverage

EAP with free mental health support

Employee Stock Purchase Program (ESPP)

Descrizione del lavoro

Appian is seeking an Enterprise Account Executive to drive revenue growth in major Italian accounts and to build relationships at all levels, including with key system integrators. You will lead complex deals and coordinate with Marketing, Business Development, Customer Success and Solutions Consulting to maximize value.

You will penetrate new customers, expand within existing portfolios, and articulate ROI in executive presentations.

Competenze

• Significant direct selling experience as an Enterprise Account Executive selling complex technologies to Global 2000 customers.
• History of quota attainment and landing new customer logos.
• Strong job tenure and positive career trajectory.
• Strong presentation skills for in-person and virtual delivery.
• Cross-functional collaboration and stakeholder management.
• Client discovery and value articulation.
• Complex sales cycle management.
• ROI communication and business case development.
• Industry and market awareness in Italy.

Mansioni

• Drive revenue growth in major accounts and establish relationships across all organizational levels.
• Engage with top system integrators (SIs) and leverage cross-functional support from Marketing, Business Development, Customer Success and Solutions Consulting.
• Penetrate new customers and expand within assigned accounts.
• Navigate complex sales cycles from start to finish with internal and external stakeholders.
• Perform client discovery, articulate ROI and build business value in presentations to LOB and IT audiences.
• Understand buying behaviors of prominent Italian institutions and position Appian accordingly.
• Act as trusted advisor to customers and colleagues throughout complex deals.
• Monitor industry trends to position Appian against competitors.

Conoscenze

Enterprise account management

Major account growth

SIs collaboration

ROI presentation

Stakeholder management

Cross-functional leadership

Presentation skills

Complex deals

Italy market knowledge

Quota attainment

Descrizione del lavoro

In this role you drive revenue growth in major accounts, building strong relationships across all levels and with key SIs. You will work with cross‑functional teams to leverage resources and exceed sales goals. You’ll navigate complex deals with Italian institutions, acting as a trusted advisor to customers and colleagues. This position offers impact through shaping strategic accounts in Italy and contributing to Appian’s growth and market leadership.

• health coverage
• EAP with free mental health support
• Employee Stock Purchase Program (ESPP)
• drive revenue growth in major accounts and establish relationships across all organizational levels
• engage with top system integrators (SIs) and leverage cross-functional support from Marketing, Business Development, Customer Success and Solutions Consulting
• penetrate new customers and expand within assigned accounts
• navigate complex sales cycles from start to finish with internal and external stakeholders
• perform client discovery, articulate ROI and build business value in presentations to LOB and IT audiences
• understand buying behaviours of prominent Italian institutions and position Appian accordingly
• act as trusted advisor to customers and colleagues throughout complex deals
• monitor industry trends to position Appian against competitors
• Significant direct selling experience as an Enterprise Account Executive selling complex technologies to Global 2000 customers
• History of quota attainment and landing new customer logos
• Strong job tenure and positive career trajectory
• strong presentation skills for in-person and virtual delivery
• cross-functional collaboration and stakeholder management
• client discovery and value articulation
• complex sales cycle management
• ROI communication and business case development
• industry and market awareness in Italy