Account Executive

Appian

  • Melbourne, VIC
  • Permanent
  • Full-time
  • 2 months ago
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.DescriptionThe best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you sell 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 Energy & Resources Account Executive role is responsible for navigating a geographic territory focused on those two verticals, which includes a focus on Mining and Utilities in particular. It will include major installed-based customers as well as some greenfield prospects. Key to the role are top of funnel marketing activity & prospecting whilst effectively managing a complex sales cycle with Enterprise accounts (approximately 6-12 months) to a successful close.To be successful in this role, you need:
  • Experience navigating a complex Energy & Resources industry sales cycle from start to finish, success in leveraging internal resources within the larger sales organization, the ability to work cross functionally with the Customer Success (Professional Services) team and externally across customer and partner ecosystems.
  • Strong presentation skills for delivering in-person and virtual presentations to senior LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value.
  • Strong existing relationships within the industries, including with key partners.
  • The ability to align customer goals and KPIs to the Appian value proposition, helping our customers to accelerate their objectives.
  • To be a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals.
  • To actively seek to understand industry trends to help position against competitors.
  • The ability to operate with urgency, diligence and determination within a collaborative and supportive environment.
  • The willingness to be fully accountable for your territory and to be the leader of your pod; crafting, refining and executing on your territory and account strategies.
  • The willingness to travel as required across the territory to ensure strong and consistent customer and prospect relationships.
  • To have a strategic and focused mindset, with the ability to clearly communicate and lead this vision internally and externally.
Basic qualifications:
  • 10 -15+ years of direct selling experience and a minimum of 5 years Energy & Resources experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to customers into those industries.
  • History of consistent quota achievement.
  • Examples of landing relevant new customer logos.
  • Strong industry network within customer and partner base.
  • Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory.
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
. 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 AppianAppian 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 . [Nasdaq: APPN]Follow Appian: , .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 . Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Appian