Principal Solutions Consultant - GAM

Appian; McLean (VA); On-site; USD 150,000 - 300,000; Full time

Job summary

Appian, based in McLean, VA, is seeking a Senior Pre-Sales Engineer to partner with Solution Sales and deliver compelling demonstrations and ROI-focused proposals for government customers. You will drive executive engagement, design technical solutions, and coordinate with sales, services, and product teams to meet strategic objectives.

Ideal candidates bring 10+ years in enterprise SaaS sales, strong communication, and a proven track record in RFIs/RFPs, demos, and complex POCs.

Qualifications

• 10+ years in enterprise SaaS sales cycles with discovery and executive engagement.
• Bachelor's or Master's in Information Systems, Engineering, CS, or related field.
• Willingness to travel up to 70%.

Responsibilities

• Partner with Solution Sales Executives to achieve defined sales goals.
• Demonstrate how GAM is the premier acquisition solution for government customers by showcasing outcomes.
• Propose technical and creative business solutions in support of sales activities.
• Present technical and business aspects of proposed solutions and tailor to audiences from C-Level to staff.
• Represent GAM to customers in virtual and in-person presentations and at field events.
• Assist with the radiation strategy within target accounts by building customer relationships.
• Collaborate with account teams who have the primary relationship with each account.
• Work with colleagues across the organization to receive the support needed to accomplish the technical goals.

Skills

Executive engagement

Solution design

Co-selling

RFIs/RFPs

Demos/POCs

Presentation skills

Customer lifecycle

Travel up to 70%

Strategic problem solving

Communication

Education

Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or related field

Tools

CRM systems

Cloud/AI workflows

Job description

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

What you'll be doing:

• Partner with Solution Sales Executives to achieve defined sales goals
• Demonstrate how GAM is the premier acquisition solution for government customers by showcasing how it delivers on their desired outcomes
• Propose technical and creative business solutions in support of sales activities
• Present technical and business aspects of proposed solutions and ability to adjust based on the audience: C-Level and line-level
• Represent GAM to customers in virtual and in-person presentations as well as at field events such as conferences, summits, seminars, etc.
• Assist with the radiation strategy within the target accounts by building customer relationships
• Collaborate with account teams who have the primary relationship with each account.
• Work with colleagues across the organization to receive the support needed to accomplish the technical goals

To be successful in this role, you need:

• Customer-obsessed mindset, a quick learner, and intrinsically motivated with a willingness to travel up to 70% to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.
• Exceptional communication and influencing skills, with the ability to uncover and understand business objectives, engage executives and technical decision makers, lead strategic discussions, and resolve technical concerns to advance customer outcomes.
• Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
• Act as a true co-seller with your Solution Sales Executive and Sales Teams, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution.
• Facilitate customer roadmaps and transformation workshops with senior stakeholders.

Technical Capabilities

• Understand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions).
• Design architectures that integrate Appian seamlessly into existing enterprise environments to extend value and accelerate ROI.
• Deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable ROI.
• Lead disciplined customer evaluations (POCs/POVs) with clear executive sponsorship, written success criteria, and measurable outcomes.
• Develop and contribute reusable assets including demos, architectural blueprints, frameworks, and customer success stories to global repositories for reuse.

Preferred skills:

• Strong experience as a successful Pre-Sales Engineer OR a Professional Services/Consulting role that is client facing and involves sales scenarios - Able to do custom POCs and demos
• Experience and familiarity with the federal procurement lifecycle with the ability to articulate the process and common pain points
• Ability to strategically problem solve by thinking outside of the box
• Technical depth to respond orally and in writing to all functional and technical elements of RFIs/RFPs
• Proven success conveying customer requirements to Product Management teams
• Familiarity with Business Process Management Platforms, Low Code Platforms, or Application Development Platforms is a plus
• Familiarity in production environments (application servers, web servers, databases)
• Strong verbal and written communication skills and comfortable with customer interactions, requirements analysis, presentations, and system design
• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field
• 10+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.
• #LI-MB1

Base Salary Range

$150,000 - $300,000 USD

Tools and Resources

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
• Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups . These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.

About Appian

Appian provides AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com . [Nasdaq: APPN]

Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email [e-mail] . Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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