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Appian · 2 days ago

Account Executive - Aerospace & Defense

McLean, Virginia

Full-time

Hybrid

Senior Level

5+ years exp

Appian is a software company that automates business processes, dedicated to driving digital transformation. The Account Executive role is responsible for managing a complex sales cycle and navigating a greenfield territory while building strong relationships with customers and stakeholders.

Business Process Automation (BPA)Data ManagementDeveloper ToolsEnterprise SoftwareInsurTechRobotic Process Automation (RPA)Software

Comp. & Benefits

Responsibilities

Navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close

Leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems

Delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value

Acting as a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals

Actively seeking to understand industry trends to help position against competitors

Qualification

Complex sales cycleEnterprise Account ExecutiveFederal AerospaceDefensePresentation skillsClient discoveryIndustry trendsStakeholder managementCommunication skills

Required

Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems

Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value

A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals

Actively seeking to understand industry trends to help position against competitors

5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to Federal Aerospace and Defense Agencies

History of consistent quota achievement

Examples of landing new customer logos

Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory