Senior Solutions Consultant

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.

Appian's Solutions Consulting team is in the midst of an exciting transformation—redefining what it means to be a trusted advisor in today's fast-paced, mission-driven environment. Our Solution Consultants tell stories, co-create with customers, and help shape strategy with technical credibility and business insight.

About the Role

As a Senior Solutions Consultant, you will actively drive and manage the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical adviser and product advocate. Using technical creativity and business acumen, you will illustrate the value that Appian's platform can provide.

What You'll Be Doing

Partner with Account Executives to achieve defined sales goals

Lead efforts to ensure the delivery of all technical resources into the sales campaigns

Propose technical and creative business solutions in support of sales activities

Design and deliver high quality technical Proof of Concepts for prospective customers

Present technical and business aspects of proposed solutions to a C-Level audience

Represent Appian's product to customers and at field events such as conferences, summits, seminars, etc.

Assist with the radiation strategy within the target accounts by building customer relationships

Manage target accounts that may span multiple Account Executives

Work with colleagues across the organization to receive the support needed to accomplish the technical goals

Willingness to travel up to 50% to customer locations throughout the assigned region

Core Capabilities / Mindset

Customer-obsessed mindset 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 Account Executives, 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

Bachelor's degree in a related field.

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.

Ability to strategically problem-solve by thinking outside the box is required daily.

Technical depth to respond 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.

Recent experience programming within a modern web or enterprise development systems.

Familiarity in production environments (application servers, web servers, databases).

Strong verbal and written communication skills, customer interaction, requirements analysis, presentations, and system design.

Basic Qualifications

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

5+ years of experience supporting enterprise SaaS sales cycles, with direct involvement in discovery, solution design, executive engagement, and demonstrating measurable business value.

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.

Growth Opportunities : Appian provides a diverse array of growth and development opportunities, including leadership programs, specialized department training through Appian University, skills-based training, and tuition reimbursement.

Community : We'll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through 8 employee-led affinity groups that help employees build stronger internal and external networks.

About Appian

Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit appian.com.

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Equal Employment Opportunity

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 at ReasonableAccommodations@appian.com.

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