Channel Manager, Appian
$164-256.3k
More information about location
AI-powered process orchestration across the enterprise
Job no longer available
AI-powered process orchestration across the enterprise
1001+ employees
Job no longer available
$164-256.3k
More information about location
1001+ employees
Company mission
To simplify what it takes to turn great ideas into powerful business applications that deliver significant value.
Role
Who you are
- Bachelor's degree in Business or related field; MBA is a plus
- 5-8+ years of relevant experience in channel management, with a specific focus on BPO or as-a-service revenue share models in the enterprise software industry
- Significant experience discussing and negotiating revenue-share percentages, gross margins, and the unit economics of managed services
- You have a proven track record of taking complex, legacy partner relationships and pivoting them toward modern, “as-a-service” business models
- Ability to quickly learn and understand how a platform like Appian fits into the broader BPO technical stack and explain Appian’s value proposition to executive and technical audiences
- Excellent written / verbal communication and presentation skills
- Confident, competitive, thorough, and tenacious attitude
- Must be based in the United States, with the flexibility for regional and international travel as required
What the job involves
- The Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally
- We are looking for an experienced Channel Manager to help design and manage Appian’s strategic and highest-leverage route to market
- Unlike traditional co-sell and resell models, you will focus on As-a-Service and Business Process Outsourcing motions–enabling partners to wrap Appian’s platform into their own recurring service offerings
- This individual will be responsible for moving partners from simple implementations to building proprietary, scalable IP that generates long-term alternate sources of revenue contributing to Appian’s growth
- Lead the identification, recruitment, and onboarding of high-potential Business Process Outsourcers (BPOs) and “as-a-Service” partners to build revenue-generating solution offerings on top of Appian
- Own the review of partner solution business plans to ensure partners have the necessary marketing, sales, and support assets to sell their Appian-powered solutions independently
- Facilitate collaboration between partner teams and relevant Appian departments to ensure partners have the necessary technical expertise and best practices to design and build solutions for success
- Oversee the contractual and financial health of As-a-Service revenue-share and consumption-based BPO agreements, ensuring accurate reporting and growth of recurring royalty streams globally
- Manage a predictable pipeline and forecast, providing visibility to the Appian Alliance team and Sales leadership
Our take
Appian is a fotware company helping organizations design, automate, and improve how work gets done. It offers a low-code platform that allows businesses and government agencies to build applications quickly and without the need for large development teams. And it serves a range of industries, having built a strong foothold in the public sector, where secure, scalable digital tools are critical to modernizing complex operations.
The company stands out by bringing process automation, AI, and data management together in a single platform. Instead of relying on multiple disconnected tools, organizations can use Appian to streamline workflows and make faster, better-informed decisions. Its low-code approach allows speed and flexibility, while its focus on security and compliance make it well suited for regulated and mission-critical environments.
This approach has recently been reinforced by a $500M, 10-year enterprise agreement with the US Army. The deal positions appian as a core platform for the Army's IT modernization, supporting AI-driven automation and secure cloud adoption. With its Defense Cloud now authorized for sensitive operations, the agreement signals growing confidence in Appian as a long-term partner for large-scale digital transformation.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (2 rounds)
Feb 2014
$38m
SERIES B
Jul 2008
$10m
SERIES A
Total funding: $48m
Company HQ
Tysons, VA
Additional info
- Raised £60M from IPO on 25 May 2017
Leadership
Matt Calkins
(Co-Founder & CEO)Previously the Director of Enterprise Product Group at MicroStrategy before co-founding Appian in 1999.
Michael Beckley
(Co-Founder & CTO)Michael previously spent 3 years in Product Management at MicroStrategy before co-founding Appian in 1999.
Bob Kramer
(Co-Founder & General Manager)Previously worked as a consultant at MicroStrategy after graduating from University of Pennsylvania.
Marc Wilson
(Co-Founder & Chief Executive Ambassador)Previously worked as a Consultant at Boston Pacific after graduating from Dartmouth College.
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