- Location
- Frankfurt, Germany
- Department
- Sales - Sales Channels
- Seniority
- Director
- Experience
- 3+ years
- Education
- Master
- Source
- Greenhouse
Description
Here 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.
The best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers' biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.
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 Alliance Director to help design the future of our partner ecosystem in DACH. This individual will not only drive net-new revenue through existing global Advisory Firms and regional focus partners
In this role, you will:
- Define the go-to-market rules of engagement on leadership level, margin structures, and operational workflows to ensure the new reseller channel scales without conflict.
- Own the partner revenue number for assigned partners and shift partners to “lead generation” sources.
- Facilitate high-impact account mapping sessions between Appian sales teams and partner account teams to jointly develop customer opportunities in major enterprise accounts.
- Responsibility to plan and execute on partner business plan for assigned partnerships
- Plan and execute Demand Generation activities for assigned partnerships in DACH
- Manage a predictable pipeline of partner-contributed deals, providing weekly visibility to Appian sales and alliance team leadership.
- Collaborate with our partner experience and enablement team to ensure regional delivery partners are technically proficient and certified on the latest Appian value proposition.
- Act as the primary liaison between Appian HQ and the DACH partner network, translating global directives into regionally relevant execution plans.
About You:
- Bachelor's degree in Business or related field; MBA is a plus.
- 8+ years of relevant Alliances, Channel Sales, or Business Development within the enterprise software industry in DACH; existing relationships at top DACH system integrators and distributors is a plus.
- 3+ years experience in direct sales roles
- 4+ years experience in working with big Advisory firms
- Specific, demonstrable experience of starting something new-whether launching a new region, standing up a distribution model, or overhauling a partner program.
- Deep understanding of the economic and cultural nuances of doing business in DACH
- Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting.
- Working knowledge of solution selling methodology and practice.
- Excellent written / verbal communication and presentation skills.
- Confident, competitive, thorough, and tenacious attitude.
- Bilingual fluency in English & German is required.
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 being widely utilized resources for new hires.
- Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
Benefits
Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.
About Appian
Appian provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
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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 [email protected]. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.