Senior Advisory Solutions Consultant - Department of War in Norfolk

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.

Our core values of Excellence and Intensity 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. SC 2.0 is the engine powering our vision. Appian’s Sales Solutions Consulting team is in the midst of an exciting transformation—redefining what it means to be a trusted advisor in today’s fast-paced, mission-driven environment. Our SCs don’t just demo features—they tell stories, co-create with customers, and help shape strategy with technical credibility and business insight.

As a Senior Advisory Solutions Consultant - Department of War, you will actively drive and manage the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical adviser and product advocate. Using technical creativity and business acumen, you will illustrate the value that Appian’s platform can provide. You must be able to engage and articulate product positioning to both business and technical users in competitive scenarios. You will also rapidly identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.

• US Citizen
• Bachelor's or Master's degree in Information Systems, Engineering, Computer Science, or a related field
• 8+ years as a successful Pre-Sales Engineer OR 10+ years in a Professional Services/Consulting role that is client facing and involves sales scenarios
• Willingness to travel 50% to customer locations throughout the assigned region

• Partner with Account Executives to achieve defined sales goals
• Lead efforts to ensure the delivery of all technical resources into the sales campaigns
• Propose technical and creative business solutions in support of sales activities
• Design and deliver high quality technical Proof of Concepts for prospective customers
• Present technical and business aspects of proposed solutions to a C-Level audience
• Represent Appian’s product to customers and at field events such as conferences, summits, seminars, etc.
• Assist with the radiation strategy within the target accounts by building customer relationships
• Manage target accounts that may span multiple Account Executives
• Work with colleagues across the organization to receive the support needed to accomplish the technical goals

• Customer-obsessed mindset with a willingness to travel up to 50% to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.
• Exceptional communication and influencing skills, with the ability to uncover and understand business objectives, engage executives and technical decision makers, lead strategic discussions, and resolve technical concerns to advance customer outcomes.
• Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
• Act as a true co-seller with Account Executives, sharing accountability for planning, pipeline health, opportunity qualification, and revenue contribution.
• Facilitate customer roadmaps and transformation workshops with senior stakeholders.

• Understand customer IT and business landscapes (ERP, CRM, data, workflow, AI, partner solutions).
• Design architectures that integrate Appian seamlessly into existing enterprise environments to extend value and accelerate ROI.
• Deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable ROI.
• Lead disciplined customer evaluations (POCs/POVs) with clear executive sponsorship, written success criteria, and measurable outcomes.
• Develop and contribute reusable assets including demos, architectural blueprints, frameworks, and customer success stories to global repositories for reuse.

• Bachelor's degree in a related field
• Strong experience as a successful Pre-Sales Engineer OR a Professional Services/Consulting role that is client facing and involves sales scenarios
• Able to do custom POCs and demos
• Ability to strategically problem solve by thinking outside of the box is required daily
• Technical depth to respond to all functional and technical elements of RFIs/RFPs
• Proven success conveying customer requirements to Product Management teams
• Familiarity with Business Process Management Platforms, or Application Development Platforms is a plus
• Recent experience programming within a modern web or enterprise development systems
• Familiarity in production environments (application servers, web servers, databases)
• Strong verbal and written communication skills, customer interaction, requirements analysis, presentations, and system design

Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources.

About Appian: Appian provides AI automation for mission-critical work. 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 more than 25 years and understand enterprise operations like no one else.