The best partner ecosystems achieve the most when they are co-selling outstanding products, solutions, and services backed by an extraordinary company. We are passionate about driving digital transformation by bringing Appian solutions to a select set of capable partners that provide technology to drive speed, agility, and efficiency to their customers.

As a Partner Development Manager, you will be the primary contact and face of Appian to a portfolio of potential and developing partners.

This role will engage with all roles at partners including, c-suite, sales, marketing, and technical teams. You will establish the strategy and direction of tailored partner development plans to guide partners on monetisation and profitability opportunities with Appian. Evidence of success is a recruited and activated ecosystem of partners with or on-track to building a true Appian Total Automation practice via a plan of technical and GTM enablement.

This position is a highly cross-functional role working closely with our channel, sales, enablement, marketing, solutions consulting, services, and sales operations organisations. The target partner type extends across (Solution Partners, Integrators, Aggregators, Services Partners, MSPs, and Resellers) business models. 


To be successful in this role, you will be:

  • Leading the efforts of the full partner development lifecycle from recruit to activated for a portfolio of regional partners
  • Positioning products and services monetisation methods to partners with complex and multiple active business models
  • Driving joint partner business plans that include enablement, capacity, and impactful GTM strategy
  • Building partners to high level of technical capability to ensure customer success
  • Initiating and cultivating co-selling relationships and rules of engagement between the partner and Appian core sales organisations
  • Driving partner pipeline through the sales process via regular pipeline review and coaching sessions with partner sales representatives and leadership teams.
  • Driving partner usage and efficacy of channel infrastructure tools, and content resources i.e.: Partner Portals, Online Training/Learning, Deal Registration, Campaign Management and other systems integral to partner success.
  • Growing channel businesses, via strong alignment to the core values and priorities of the partner’s business and Appian’s priorities and core values.
  • Delivering compelling partner quarterly business reviews that contain actionable insights and built on a combination of strategic business KPI’s and qualitative feedback.

 

Basic Qualifications:

  • 5-7+ years building solutions and/or services practices with partners
  • Past success selling enterprise software to large, complex organisations
  • Proven ability to build deep, trust-based relationships with executives and other decision makers
  • Knowledge of as-a-service software concepts and market drivers
  • Track record of overachieving quota (top 10-20% of company) in past positions
  • Ability to execute complex deals with customers and/or partners
  • Excellent written and verbal communication and presentation skills
  • Possess domain knowledge and a portable relationship portfolio
  • BA/BS Degree; MBA preferred


About Us:
Before Appian was a company, it was an idea. Not about a product or a market, but about the culture needed to sustain innovation and value. Today, we help businesses build apps and workflows rapidly, with a low-code automation platform.

Appian was founded on the belief that talented and passionate people, given the power and autonomy to excel, will deliver amazing impact. We have worked thoughtfully to create an inclusive, agile and collaborative work environment where employees feel challenged, and all voices are heard. We value and encourage cross-departmental collaboration, and actively seek opportunities to better ourselves and others. Creating impact to us means that when we deliver results, we’re focused on lasting positive change. 

Appian Corporation is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, colour, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at ReasonableAccommodations@appian.com  and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Apply for this Job

* Required

  
  
When autocomplete results are available use up and down arrows to review
+ Add Another Education


Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Appian Corporation ’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.


Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.