Senior Advisory Solutions Consultant - Federal Civilian 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. Senior Advisory Solutions Consultant - Federal Civilian Here at Appian, our core values of Excellence and Intensity 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. 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. Read More About SC 2.0 Here You can listen to our Global SSC leader, Gregg Aldana discuss SC 2.0 here Appian’s Game Changing Sales Solutions Consulting Team - Do you enjoy solutioning with an award winning technology? Do you like working alongside the smartest and most creative people in the tech industry? Ready to take your career to the next level and have a tremendous amount of fun in the process? Come and join one of the most exciting, energetic and emerging areas of Appian that is poised to fuel the next stage of growth of this ambitious company and your career: Sales Solutions Consulting. The Global Sales Solutions Consulting organization at Appian is a team like no other out there. We are self-starters that are passionate about our mission and are redefining what it means to work in the Pre-Sales or Sale Engineering profession. Whether you are a seasoned veteran of Solution Consulting for many years or looking to pursue a new career in this area, this is THE TEAM…..THE COMPANY and THE MOVEMENT you want to be a part of. Appian Solution Consulting starts with the “Why” behind the mission critical solutions that are driving success for our customers. Through a combination of creative persona-based storytelling, technical solutioning, and business consulting, Appian’s Solution Consultants are the driving force behind helping customers understand the business value that Appian’s technology can provide during the sales cycle and beyond. Appian’s Solution Consultants are the trusted advisors for customers, partners, sales, product, marketing and the company’s leadership. Join this exciting team today to begin fueling your career! 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. Basic qualifications: • US Citizen • DC Metro Area located • 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 What you'll be doing: • 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 • Willingness to travel up to 50% to customer locations throughout the assigned region To be successful in this role, you need: Core Capabilities/Mindset • 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. Technical Capabilities • 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. Preferred skills: • 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 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