Area Vice President, Appian
Northern EMEA
Low-code software development platform
Be an early applicant
Low-code software development platform
1001+ employees
Be an early applicant
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
- Appian is looking for a high-energy, results driven sales leader to drive and manage the growth of our sales team across Northern EMEA
- Significant experience as a second line sales leader
- Successful track-record in enterprise software and technology sales
- Strategic thinker, capable of leading sales efforts across all functional areas of the enterprise
- Ability to establish and maintain executive relationships with customer key decision makers and thought leaders
- Keen management skills that include strategy and tactical planning/execution, territory decisioning, pricing/proposing, negotiating, and more
- Adept at skillfully building and leading a sales organization selling into multiple verticals throughout the region, coaching sellers through the sales lifecycle, including customer facing meetings
What the job involves
- The Area Vice President is responsible for achieving booking targets across the North Emea region. They will lead a team of Regional Vice Presidents and Account Executives
- This role reports directly to the Vice President, Senior Vice President, EMEA, and will work with other members of the sales leadership team to ensure the overall quota is met
- Work with and through other functional areas, responsible for all aspects of the customer relationship life-cycle, from initial lead to sale, delivery and fulfillment of business case
- Be responsible for managing sales operations including pipeline and forecasting, and achieving quarterly and yearly bookings targets
- Manage sales staff to ensure they make yearly quota
- Build relationships with key individuals within our prospect and customer base
- Engage in strategy and tactical discussions with Account Executives and with coaches/champions to ensure Appian is best positioned to win
- Ensure the team is successful in all facets of their job responsibilities: software revenue, relationship building, pipeline building, forecast accuracy
- Maintain excellent relationships with other departments within Appian (Customer Success, Finance, Marketing, Solution Consulting)
- Function as a member of the executive team, making valuable contributions to the overall go to market and sales strategy of the company
Salary benchmarks
Our take
Appian provides a way for companies to build their own software on the cloud, joining giants of the likes of Salesforce, ServiceNow, IBM and Oracle in the Platform-as-a-Service (PaaS) business.
The company differentiates itself by providing a low-code platform, where people with little or no coding experience could also build customised applications in a predominantly drag-and-drop interface.
Along with the tide of digital transformation, companies are increasingly looking for software solutions that are not available off the shelf from say Microsoft to manage their business cases. This has given rise to a $100 billion a year market that Appian hopes to capitalise on by making it easier for companies to create their own unique software applications.
Given the surge in popularity of Artificial Intelligence, Applian's platform has also been integrated with some of the major cloud cognitive and machine learning platforms such as Google Cloud Platform, Amazon Web Services and Microsoft Azure, whilst it recently partnered with DISYS to improve performance across critical business processes.
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
(CEO)Previously Director of Enterprise Product Group at business intelligence company MicroStrategy before co-founding Appian.
Michael Beckley
(CTO & Founder)Started his career working in Product Management at MicroStrategy
Bob Kramer
(General Manager)Previously worked as a consultant at MicroStrategy after graduating from University of Pennsylvania.
Marc Wilson
(Chief Partner Officer)Previously worked as a consultant at Boston Pacific after graduating from Dartmouth College.
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