22 set - Varese
Appian
Overview In this role you drive revenue growth in major accounts, building strong relationships across all levels and with key SIs. You will work with cross‐functional teams to leverage resources and exceed sales goals. You'll navigate complex deals with Italian institutions, acting as a trusted advisor to customers and colleagues. This position offers impact through shaping strategic accounts in Italy and contributing to Appian's growth and market leadership.
Retribuzione / Benefits
health coverage
EAP with free mental health support
Employee Stock Purchase Program (ESPP)
lifestyle allowance
tuition reimbursement
family-forming benefits
Responsabilità
drive revenue growth in major accounts and establish relationships across all organizational levels
engage with top system integrators (SIs) and leverage cross-functional support from Marketing, Business Development, Customer Success and Solutions Consulting
penetrate new customers and expand within assigned accounts
navigate complex sales cycles from start to finish with internal and external stakeholders
perform client discovery, articulate ROI and build business value in presentations to LOB and IT audiences
understand buying behaviours of prominent Italian institutions and position Appian accordingly
act as trusted advisor to customers and colleagues throughout complex deals
monitor industry trends to position Appian against competitors
Requisiti fondamentali
Significant direct selling experience as an Enterprise Account Executive selling complex technologies to Global 2000 customers
History of quota attainment and landing new customer logos
Strong job tenure and positive career trajectory
Fluent English & Italian
strong presentation skills for in-person and virtual delivery
cross-functional collaboration and stakeholder management
client discovery and value articulation
complex sales cycle management
ROI communication and business case development
industry and market awareness in Italy
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