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.
We are looking for a Account Executive to be based in London, focussed on Northern EMEA (NEMEA) telecommunications & broadband customers. You will be in charge of driving major enterprise telco accounts in the region, building on a strong existing footprint to accelerate growth in this key vertical; establishing the right senior relationships at prospects and customers, as well as providing direct touch across all levels of the end customer, engaging with the top SI’s and partners.
Your ability to scale major enterprise customers is key to being successful in this role.
Cross-functional teams from Appian Marketing, Business Development, Customer Success and Solution Consulting functions provide support and tools for you to use to attain and exceed sales performance goals.
What you’ll be doing:
- Use company-wide success and use cases as a blueprint and add own ideas and vertical specific knowledge
- Uncover valid business needs for the Appian platform and Customer success services
- Discuss business drivers and value with relevant decision makers also on C-Level
- Build and strengthen your business relationship with existing accounts across all hierarchies; follow-up to ensure all their post-sales needs are being met
- Recommend marketing strategies using Telco industry knowledge
- Provide status information including forecast/pipeline information
- Identify Appian customer references that can be utilized when reference selling
What we need to see:
- Experience in influencing Digital transformation, Customer services, Customer experience initiatives at CxO level and consulting partners
- A proven track record in selling transformative software applications/projects to major customers.
- Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills. Ability and confidence to work with C Level customers
- A strong understanding of the sales process within the Telco industry - ideal but not essential
- High energy with the capability to multi-task in a dynamic, rapidly growing organization
- Entrepreneurial spirit, Autonomy and Curiosity
- A detailed understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc
- Ability to travel within assigned region, working closely with Managers, and SI partners. Occasional travel outside of region required
About Appian:
Appian 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 appian.com . (Nasdaq: APPN)
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