Enterprise Account Executive - Aerospace and Defense
- Роль
- Продажи
- Опыт
- Синьор
- Размер компании
- Крупная
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Коротко по делу
Enterprise Account Executive with 5+ years of direct software selling experience, including 2+ years as an Enterprise Account Executive. Must have proven enterprise sales cycle ownership, quota achievement, net-new logo wins, and strong discovery/presentation skills. Aerospace and Defense software sales experience is preferred.
Желательные навыки
- IT
- Supply Chain
- Finance
- Procurement
- HR
- Developers
- Process Excellence
Modernize IT without disruption
IT struggles with tech debt from legacy systems and application sprawl. Appian simplifies IT with reusable components in a continuously updated platform that integrates disparate systems.
96% automated client onboarding
11 systems consolidated
Optimize your supply chain
Gain visibility and control in a single, intuitive interface. Appian orchestrates workflows across the supply chain, connecting ERP, manufacturing, logistics, and supplier systems.
50% reduction in rental transaction time
120x faster logistics processes
Transform finance operations
Streamline AP, AR, invoice processing, and reconciliation with AI-powered process automation. Reduce manual work, accelerate close cycles, and gain real-time financial visibility.
25K invoices/year automated end to end
50% faster invoice dispute resolution
Smarter sourcing, lower risk
Unify sourcing, contracts, and supplier data and automate workflows with AI to reduce manual work, increase visibility, and enable faster, smarter purchasing decisions.
10,000+ users view 15,000+ contracts
Calmer fiscal year-end through automation
Streamline your people ops
HR teams struggle with disconnected legacy apps and paper-based workflows. Appian automates processes, unifies systems, and provides full visibility across the employee lifecycle.
Employee onboarding in 1 day instead of 3 weeks
Faster skills assessment
Enterprise Applications at AI Speed
Automate processes, integrate systems, and build AI-powered apps—no code needed. Embed AI agents to extract data, act autonomously, and generate code from natural language prompts.
Tens of thousands of daily processes
70% reduction in indexing errors
Drive operational efficiency
Automate critical processes with AI to streamline operations and respond faster, providing better user experiences for employees and customers.
22 systems unified, 9x faster customer service
24 processes digitized and automated
Чем предстоит заниматься
- Lead complex, end-to-end enterprise sales cycles across Aerospace and Defense, navigating from initial client discovery to a successful close.
- Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
- Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
- Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size.
- Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.
Что требуется
- Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
- 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive.
- Proven track record of consistent quota achievement and a history of winning net-new customer logos.
- Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory.
- Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases.
- Preferred: Prior experience selling complex, multi-stakeholder software solutions directly to Aerospace and Defense organizations.
- Preferred: Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
- Preferred: We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
Преимущества
- Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.
- 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
- Employee referral bonus program
- Learning and development resources
- Certain positions may be eligible for equity awards.
- 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.
- 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.
- Health coverage
- Employee Assistance Program (EAP) with free mental health support
- Employee Stock Purchase Program (ESPP)
- Retirement/pension plan
- Wellness dollars
- Tuition reimbursement
- Family-forming benefits
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.