Principal Solutions Architect - DoW at Appian

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. As a Principal Solution Architect in the Public Sector, you will lead the technical strategy behind Appian’s largest and most mission-critical federal engagements. You’ll drive technical credibility, influence acquisition strategy, and serve as a thought leader across DoD, Intel, and Civilian agencies. You won’t just support deals—you’ll architect outcomes that impact national priorities. SC 2.0 is reshaping the role of pre-sales in government. Appian SCs serve as mission-driven strategists who co-create with customers, tell compelling stories, and guide modernization with technical excellence and federal compliance know-how. You can listen to our Global SC leader, Gregg Aldana discuss SC 2.0 here This is the pinnacle role for Solution Consultants at Appian—ideal for those ready to operate as enterprise strategists, deal orchestrators, and platform evangelists. What You’ll Do Orchestrate Complex Federal Deals & Growth Plans • Lead technical strategy for multi-million-dollar public sector agreements, including Enterprise Growth Plans. • Navigate complex acquisition cycles, ensuring compliance, security, and mission alignment in every pursuit. • Coordinate across internal teams, partners, and executive stakeholders to secure technical wins at top federal agencies. Guide Federal Mission Strategy & Executive Engagement • Serve as a strategic advisor to agency executives and senior leadership (SES, flag officers). • Facilitate visioning workshops, architecture reviews, and briefings that align Appian to modernization and digital transformation initiatives. • Translate mission needs into Appian-powered roadmaps focused on agility, resilience, and value delivery. Deliver Storytelling with Secure Innovation • Build and present persona-based, outcome-driven demos tied to agency KPIs, such as readiness, compliance, and speed-to-mission. • Leverage AI, Appian Data Fabric, Process HQ, and secure deployment (IL4/5/6, GovCloud, on-prem) to differentiate Appian in complex evaluations. Scale Across Public Sector Accounts • Act as a force multiplier—supporting multiple AEs across DoD, Intel, and Civilian verticals. • Create and share reusable assets through Appian’s DemoHub, Industry Story Library, and Federal Playbooks. Drive Thought Leadership & Enablement • Speak at federal events (e.g., AFCEA, ACT-IAC, DoDIIS) and contribute to public sector thought leadership and enablement initiatives. • Mentor SCs on federal solutioning, proposal strategy, demo excellence, and executive engagement. Own Pipeline & Technical Win Rates • Partner with Public Sector AEs to influence pipeline growth and ensure ≥70% technical win rates on high-value pursuits. • Source pipeline through agency relationships, strategic workshops, and whitespace mapping. To be successful in this role, you need: Experience & Track Record • 8–10+ years in public sector solutions consulting, pre-sales, or strategic consulting with federal customers. • Deep familiarity with federal acquisition processes (RFIs, RFPs, OTAs) and long-cycle enterprise pursuits. • Proven success in closing high-stakes, IL4/5/6-compliant software deals or platforms. Technical & Mission Mastery • Expertise in low-code platforms, process automation, AI, and integration technologies. • Understanding of federal architecture and compliance standards (FedRAMP, FISMA, DoD RMF, Zero Trust). • Domain knowledge in one or more federal verticals (DoD, Intel, Civilian, Health). Communication & Leadership • Executive presence and the ability to lead discussions with SES, CISO, CIO, and program leads. • Mastery in technical storytelling, especially in complex, regulated, or security-first environments. • Demonstrated ability to mentor others and scale knowledge across dispersed teams. Basic Qualifications • Bachelor’s or Master’s degree in Information Systems, Engineering, or a related technical field. • 8+ years of experience in pre-sales, architecture, or consulting roles, with 3+ years supporting federal government clients. • Proficiency in modern programming or integration languages (Java, Python, SQL, JavaScript) and cloud architectures. • Willingness to travel up to 70% for in-person meetings, workshops, and briefings in federal locations (DMV, CONUS). The base salary for this role is between$212,000-$331,250 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer.[If applicable to position: Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies. In addition, 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. Certain positions may be eligible for equity awards. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans. 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. Benefits 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. About Appian Appian provides process automation technology. 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 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN] Follow Appian: LinkedIn, Youtube, Instagram, Facebook 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 [Upgrade to PRO to see contact]. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address. Appian's Applicant & Candidate Privacy Notice