Account Executive, Public Sector

hace 2 semanas

Madrid, Madrid, España Appian A tiempo completo
At Appian, we're seeking to grow our culture of passion, energy, and innovation. Empowered by "the best idea wins," we thrive on collaboration and a culture of dissent
- encouraging all employees to challenge and elevate one another. We strive for diversity and inclusion through continued education and a commitment to equity.

We are looking for an Account Executive to be based in Madrid, Spain.

You will be in charge of driving major Government accounts (Central and Local); establish relationships and provide direct touch across all levels of the end customer, engaging with the top SI.


Your ability to penetrate new customers and organizations within your assigned accounts is essential to your 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.


To be successful in this role, you need:

  • Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
  • Strong presentation skills for delivering inperson and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
  • A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
  • Actively seeking to understand industry trends to help position against competitors

What you'll be doing:

  • Use companywide success and use cases as a blueprint and add own ideas and vertical knowledge
  • Resolve if the customer has a valid business need for 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; followup to ensure all their postsales needs are being met
  • Management of the broad ecosystem of partners specialized in the sector, as well as the definition of the joint strategy with each of them at both industry and account level.
  • Recommend targeted sector marketing strategies
  • Provide status information including forecast/pipeline information
  • Identify and use 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 Cx0 level and consulting partners
-
Experience of selling into Public Sector clients as well as broad knowledge of how the sector works, will be a huge benefit.

  • Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills. Ability and confidence to work with C Level customers
  • Ability to travel within the assigned region, working closely with Managers, and SI partners. Occasional travel outside of region required
  • A strong understanding of the sales process, expertise in managing complex sales situation
  • High energy with the capability to multitask in a dynamic, rapidly growing organization
  • Entrepreneurial spirit, Autonomy and Curiosity
  • Strong teamworking skills, in particular with cross functional organizations
  • A detailed understanding of gotomarket strategies including account segmentation, products, marketing strategies, etc

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