At a Glance
- Tasks: Drive digital transformation by building strategic partnerships and generating revenue.
- Company: Join Appian, a pioneer in AI automation with a collaborative culture.
- Benefits: Comprehensive benefits including health coverage, mental health support, and tuition reimbursement.
- Other info: Dynamic team with excellent growth opportunities and a focus on continuous learning.
- Why this job: Make a real impact in a fast-paced environment while growing your career.
- Qualifications: 8+ years in partner sales with strong negotiation and communication skills.
The predicted salary is between 100000 - 175000 £ per year.
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 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 the UK. This individual will 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.
- Develop and execute strategic deals with major global integrators and advisory firms.
- Own the partner revenue number for assigned UK partners and shift partnerships toward becoming high-impact "lead generation" sources for large enterprise accounts.
- Identify and build new managed services with partners to take to market, selling at a strategic level into major new logo accounts.
- Facilitate account mapping sessions between Appian sales and partner teams to jointly develop opportunities in the most competitive enterprise market in Europe.
- Manage a predictable pipeline of partner-contributed deals, providing visibility to leadership while independently managing alliance workflows.
- Act as the primary liaison between Appian HQ and the UKI 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, Partner Sales, or Business Development experience within the UK enterprise software industry; must have a deep understanding of the UK enterprise landscape.
- Demonstrated "builder" profile with the energy and enthusiasm to establish partnerships and revenue streams from scratch rather than being an "order taker".
- Proven experience working with major global advisory firms and system integrators (e.g., Capgemini, TCS, Wipro, NTT Data, PWC).
- Deep understanding of the economic and cultural dynamics of doing business in the UK enterprise market.
- Ability to independently manage alliances and drive strategic, proactive growth in a highly competitive market.
- 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.
- Excellent communication skills and the ability to fit into a high-energy, collaborative organizational culture.
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.
Partner Sales Director, UKI in London employer: Appian
At Appian, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation. Our London-based team enjoys the benefits of a hybrid work model, competitive compensation, and ample opportunities for professional growth, all while contributing to impactful solutions in the Financial Services and Insurance sectors. Join us to be part of a forward-thinking company that values your expertise and encourages your career development.
