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The Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are looking for an experienced Alliance Director to help design the future of our partner ecosystem in DACH. This individual will not only drive net-new revenue through existing global Advisory Firms and regional focus partners
In this role, you will:
- Define the go-to-market rules of engagement on leadership level, margin structures, and operational workflows to ensure the new reseller channel scales without conflict.
- Own the partner revenue number for assigned partners and shift partners to “lead generation” sources.
- Facilitate high-impact account mapping sessions between Appian sales teams and partner account teams to jointly develop customer opportunities in major enterprise accounts.
- Responsibility to plan and execute on partner business plan for assigned partnerships
- Plan and execute Demand Generation activities for assigned partnerships in DACH
- Manage a predictable pipeline of partner-contributed deals, providing weekly visibility to Appian sales and alliance team leadership.
- Collaborate with our partner experience and enablement team to ensure regional delivery partners are technically proficient and certified on the latest Appian value proposition.
- Act as the primary liaison between Appian HQ and the DACH partner network, translating global directives into regionally relevant execution plans.
About You:
- Bachelor's degree in Business or related field; MBA is a plus.
- 8+ years of relevant Alliances, Channel Sales, or Business Development within the enterprise software industry in DACH; existing relationships at top DACH system integrators and distributors is a plus.
- 3+ years experience in direct sales roles
- 4+ years experience in working with big Advisory firms
- Specific, demonstrable experience of starting something new-whether launching a new region, standing up a distribution model, or overhauling a partner program.
- Deep understanding of the economic and cultural nuances of doing business in DACH
- Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting.
- Working knowledge of solution selling methodology and practice.
- Excellent written / verbal communication and presentation skills.
- Confident, competitive, thorough, and tenacious attitude.
- Bilingual fluency in English & German is required.
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]
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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.
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Skills Required
- Bachelor's degree in Business or related field
- MBA
- 8+ years Alliances, Channel Sales, or Business Development within the enterprise software industry in DACH
- Existing relationships at top DACH system integrators and distributors
- 3+ years experience in direct sales roles
- 4+ years experience working with big Advisory firms
- Experience launching a new region, standing up a distribution model, or overhauling a partner program
- Deep understanding of economic and cultural nuances of doing business in DACH
- Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting
- Working knowledge of solution selling methodology
- Excellent written, verbal communication and presentation skills
- Bilingual fluency in English and German
- Confident, competitive, thorough, and tenacious attitude
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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