Director, Solutions Consulting
About this role
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.
Lead and develop an elite team of pre-sales engineers to architect sophisticated solutions, deliver high-impact technical demonstrations, and drive revenue velocity for Appian’s enterprise market. As a Director, Solutions Consulting you are responsible for the technical sales activity within your EMEA region. You will work closely with the Area Vice President of EMEA to execute the sales strategy of that region.
Responsibilities
- Lead and Develop Talent: Manage, mentor, and evaluate a high-performing team of 3–6 pre-sales engineering professionals, ensuring operational excellence, continuous professional development, and complete adoption of SC 2.0 behaviors. You can read more about the SC 2.0 approach here.
- Orchestrate Technical Sales: Oversee the scoping, design, and execution of tailored technical sales presentations, product demonstrations, and structured proof-of-concept (POC/POV) frameworks for strategic enterprise accounts.
- Partner with Sales Leadership: Partner closely with Account Executives and Sales Directors on opportunity qualification, account planning, territory strategy, and shared accountability for booking outcomes.
- Architect Integration Strategies: Architect detailed customer installation models, system integration plans, and product feasibility analyses to accelerate complex, long-cycle enterprise sales efforts.
- Influence Product Direction: Partner cross-functionally with Product Management and Product Marketing teams to translate field patterns and technical customer feedback into future platform capabilities.
- Evangelize the Platform: Serve as the primary technical liaison and trusted advisor on complex, multi-stakeholder projects with key enterprise clients, representing Appian at executive briefings, conferences, and seminars.
- Education: Minimum of a Bachelor’s Degree in Computer Science, Information Technology, Engineering, Business Administration, Information Systems, or a closely related field of study. (Equivalent experience is not accepted in lieu of a degree).
- Experience: 10+ years of successful corporate experience in solutions consulting, pre-sales engineering, or technical architecture within the enterprise software industry.
- Leadership: 5+ years of direct experience selecting, developing, and leading technical individual contributors or pre-sales engineering teams.
Requirements
- Commercial Metrics: Documented success operating under a formal sales incentive plan tied directly to individual or team revenue, bookings, or unit sales results.
- Technical Fluency: Expert proficiency in designing system integration plans, modern enterprise architecture patterns, complex product demonstrations, and high-stakes technical win strategies.
- Mobility: Ability to travel to customer locations and field events as required by the assigned market, up to 70% travel.
- Prior experience managing technical pre-sales teams within a high-growth SaaS, PaaS, or cloud-native platform environment.
- Deep understanding of Business Process Management (BPM), workflow automation, case management, or AI-enabled automation platforms.
- We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
- 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.
About Appian (NL)
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 have proven expertise in enterprise operations. For more information, visit appian.com. Follow Appian: LinkedIn, YouTube, Instagram, Facebook, and X. 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 ReasonableAccommodations@appian.com. 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