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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.
Accelerate pipeline expansion and catalyze partner-driven growth by orchestrating our ecosystem's sales lifecycle for our premier AI-Powered Process Automation platform.
Location: Chennai, India | Work Model: Onsite
About the Team
The Global Alliances and Channels team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are passionate about driving digital transformation by bringing Appian solutions that provide the speed, agility, and efficiency needed for enterprises to compete and grow. Our team is dedicated to supporting an extraordinary global network, ensuring our partners are fully equipped to sell and deliver Enterprise-Grade Orchestration at scale.
The Opportunity
At Appian, our values of Intensity and Excellence define who we are. We set high standards, approach challenges with ambition, and hold ourselves accountable to achieve the best results. As a Global Longtail Sales Specialist, you will act as a primary growth engine for the foundational tiers of Appian’s global partner ecosystem. Moving beyond standard tracking, you will actively navigate the B2B sales cycle, ask critical qualifying questions, and bridge the gap between longtail partners and Field Sales to accelerate enterprise pipeline validation.
What You’ll Do
Own the end-to-end longtail deal registration lifecycle, ensuring incoming opportunities are validated, monitored, and escalated quickly to maximize partner engagement and ensure accurate CRM attribution.
Act as the primary sales conduit between partner deal submitters, Alliance Team Theater Leaders, and Appian Field Sales to accelerate cross-functional communication, streamline qualification, and drive deal progression.
Equip longtail partners for market success by guiding them through Appian’s sales processes, provisioning entry-level enablement materials, and teaching them how to effectively position our core automation solutions.
Conduct regular pipeline health checks on global longtail opportunities, proactively engaging partners to update sales stages, flag stalled cycles, and uncover potential expansion areas.
Manage a high volume of global transactions and partner interactions simultaneously, converting data insights into structured pipeline movement.
Required Qualifications
Bachelor's degree in Business Administration, Marketing, International Business, or a related field.
1-3+ years of experience in channel sales support, inside sales, partner success, or similar corporate B2B sales enablement roles.
Solid experience supporting a B2B sales cycle, with a clear understanding of opportunity qualification and the specific data points Account Executives require to validate a pipeline opportunity.
Demonstrated experience navigating, updating, and maintaining enterprise CRM systems, with a strong proficiency in Salesforce.
Exceptional verbal and written English communication skills, capable of interacting professionally with diverse global stakeholders across multiple time zones.
Preferred Qualifications
Prior experience within a fast-growing software-as-a-service (SaaS) or enterprise software corporation.
Strong pipeline management skills, with an aptitude for identifying trends and bottlenecks within an indirect sales model.
We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
#ChannelSales #SalesEnablement #Salesforce #InsideSales #SaaS
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 AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com.
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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 [email protected]. 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
Skills Required
- Bachelor's degree in Business Administration, Marketing, International Business, or related field
- 1-3+ years experience in channel sales support, inside sales, partner success, or similar B2B sales enablement roles
- Experience supporting a B2B sales cycle with opportunity qualification and required data points for Account Executive validation
- Experience navigating, updating, and maintaining enterprise CRM systems with strong proficiency in Salesforce
- Exceptional verbal and written English communication skills for interacting with global stakeholders
- Prior experience in a fast-growing SaaS or enterprise software company
- Strong pipeline management skills and ability to identify trends and bottlenecks in an indirect sales model
- Experience with enterprise platforms such as ServiceNow
Appian Corporation Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Appian Corporation and has not been reviewed or approved by Appian Corporation.
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Healthcare Strength — Health coverage is described as fully employer-paid for medical with dental and vision included, alongside mental health support such as no-cost therapy/coaching and Headspace. Feedback suggests care navigation and wellness reimbursements further strengthen day-to-day healthcare access.
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Parental & Family Support — Family support includes 12 weeks paid parental leave for all parents plus 4 weeks recovery for birth mothers, a $5,000 family-forming stipend, and backup care via Bright Horizons. These offerings are portrayed as comprehensive and supportive of different family paths.
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Affordable Benefits — Medical premiums are covered 100% by the employer in the U.S., reducing out-of-pocket costs for core coverage. HSA and FSA options and other tax-advantaged accounts add to affordability for routine and dependent care needs.
Appian Corporation Insights
What We Do
Appian helps organizations build apps and workflows rapidly, with a low-code automation platform. Combining people, technologies, and data in a single workflow, Appian can help companies maximize their resources and improve business results. Many of the world’s largest organizations use Appian applications to improve customer experience, achieve operational excellence, and simplify global risk management and compliance.
Why Work With Us
Appian was founded on the belief that talented and passionate people, given the power and autonomy to excel, will deliver amazing impact. We have worked thoughtfully to create an inclusive, agile and collaborative work environment where employees feel challenged, and all voices are heard.
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