Senior Manager, Solutions Consulting

Appian; McLean, Northern (VA, KY); Hybrid; USD 160,000 - 250,000; Full time

Benefits offered by this job

401(k) plan with company match

Paid parental leave

Medical, dental, and vision plans

Life insurance

Disability insurance

Wellness programs

Job summary

Appian is seeking a Senior Manager of Solutions Consulting in McLean, VA to lead a high-impact team of pre-sales engineers. You will architect sophisticated solutions, deliver compelling demonstrations, and drive revenue velocity for enterprise customers.

You will collaborate with Sales leadership to qualify opportunities, design integration strategies, and co-create digital transformation roadmaps that showcase Appian’s Enterprise-Grade Orchestration. Travel up to 70% as required.

Qualifications

• Bachelor’s Degree required in CS, IT, Engineering, Business Admin, IT Systems, or related field.

Responsibilities

• Lead and develop a 3–6 person pre-sales engineering team.
• Oversee scoping, design, and execution of technical sales presentations, demos, and POC/POV for enterprise accounts.
• Partner with Account Executives and Sales Directors on qualification, planning, and bookings outcomes.
• Architect detailed customer installation models and integration plans to accelerate complex enterprise sales.
• Influence product direction by translating field patterns into platform capabilities.
• Evangelize the platform as a technical liaison at executive briefings and conferences.

Skills

Pre-sales engineering

Team leadership

Solutions consulting

Enterprise software

Sales enablement

Education

Bachelor's Degree

Tools

Salesforce

ServiceNow

Job description

## **Senior Manager, Solutions Consulting**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.**Location:** McLean, VA | **Work Model:** On-site (5 days/week)### About the TeamThe Solutions Consulting team is a high-impact corporate unit at the forefront of Appian’s global commercial engine. We bridge the gap between complex enterprise business challenges and cutting-edge technical execution. Our mission is to secure the technical win by demonstrating the undeniable value of Appian’s platform within the **AI-Powered Process Automation** market, driving customer acquisition and fueling global revenue growth. Under our **SC 2.0 operating model**, our consultants move beyond simple feature lists to tell compelling value stories and co-create digital transformation strategies.### The OpportunityEnterprise organizations are facing unprecedented complexity in their digital transformation journeys, making pre-sales engineering leadership more critical than ever. As a Solutions Consulting Manager, 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**.### What You’ll Do* **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**.* **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.### Required Qualifications* **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).** **Experience:** 7+ years of successful corporate experience in solutions consulting, pre-sales engineering, or technical architecture within the enterprise software industry.* **Leadership:** 3+ years of direct experience selecting, developing, and leading technical individual contributors or pre-sales engineering teams.* **Commercial Metrics:** Documented success operating under a formal sales incentive plan tied directly to individual or team revenue, bookings, or unit sales results.* **Technical Fluency:** Expert proficiency in designing system integration plans, modern enterprise architecture patterns, complex product demonstrations, and high-stakes technical win strategies.* **Mobility:** Ability to travel to customer locations and field events as required by the assigned market, up to 70% travel.### Preferred Qualifications* 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.#SaaS #SolutionsConsulting #PreSalesEngineering #SalesLeadership #EnterpriseSoftware #LI-MB1The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.Base Salary Range$160,000—$250,000 USD