Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day.  When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

Description
The best account managers excel when representing top-tier products, solutions, and services backed by an industry-leading company. At Appian, we drive digital transformation by delivering solutions that provide the speed, agility, and efficiency needed to thrive in complex industries. Are you inspired by solving your customers’ biggest challenges and nurturing long-term relationships? Here’s your chance to make a significant impact. Join our team, where you can grow your career and contribute to the success of an industry pioneer.

About the Role
The Account Executive role is designed for a seasoned professional with deep experience in the pharmaceutical industry, specifically managing strategic relationships with large, high-profile accounts. This senior-level position requires expertise in both farming existing business and hunting new opportunities within large, complex organizations. You will work closely with a small, elite, and highly collaborative team focused on high-growth sectors.

Key Responsibilities

  • Account Management & Growth: Manage and expand Appian’s largest client accounts within the pharmaceutical sector, specifically targeting Appian’s large organizations.
  • Strategic Partnership: Foster strong, strategic relationships with key stakeholders across the client organization, understanding their unique challenges and positioning Appian’s solutions as essential tools for their success.
  • Revenue Focus: Drive revenue growth through a MBO plan with KPIs focused on expanding software usage and delivering service excellence, not just on software credits.
  • Selling Complex Services: Navigate complex sales and account management cycles (3-6 months) with an emphasis on Value Selling and Engineering, strategic account planning, and managing substantial investments.
  • Hunter & Farmer: Blend the skills of both a hunter and a farmer—nurturing existing relationships while actively seeking new business opportunities within the account.
  • Collaborative Team Environment: Work closely with internal teams, including customer success, sales, and service delivery, to ensure alignment and success across the account.
  • Territory Management: Oversee global accounts headquartered in Pennsylvania and New Jersey, with a strategic focus on high-profile accounts and significant investments in the pharmaceutical industry.

What You Need to Succeed

  • Deep Pharmaceutical Industry Expertise: 5-10+ years of direct experience in the pharmaceutical industry, ideally managing large accounts. A strong understanding of the complexities of the pharmaceutical landscape is essential.
  • Complex Service Sales: Proven track record in managing complex service sales and understanding how to co-sell and integrate these into large, multifaceted accounts.
  • Strong Relationship Building: Demonstrated ability to build and maintain long-term relationships within large organizations, especially within pharmaceuticals. Must be adept at navigating internal politics and positioning as a trusted advisor.
  • Revenue-Driven Mindset: Experience managing multi-million dollar account plans with KPIs centered around revenue growth and service excellence.
  • Strategic Account Planning: Skilled in account planning, territory management, and leveraging resources to drive significant outcomes in large, strategic accounts.
  • Curious and Tech-Savvy: Must be curious, quick to learn, and comfortable engaging with technology and automation discussions relevant to the pharmaceutical sector.
  • Presentation & Communication Skills: Strong presentation skills for delivering impactful in-person and virtual presentations to various stakeholders, including LOB & IT audiences.

Basic Qualifications

  • Proven Track Record: 5-10+ years of direct sales and account management experience with demonstrated success in managing large, complex accounts. Minimum of 2 years as a Strategic Account Executive selling 
  • Industry Knowledge: Extensive knowledge of the pharmaceutical industry and large organizations, particularly experience with large accounts.

Strategic Relationship Selling: Experience in selling and relationship management within large, complex environments.

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.

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. [Nasdaq: APPN]

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Appian Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, genetic information, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker, Pay Transparency Nondiscrimination. Appian provides reasonable accommodations to applicants and employees 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 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.

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