Senior Advisory Solutions Consultant - DoW

ABOUT THE TEAM

The Solutions Consulting organization at Appian sits at the vital center of our global commercial engine, bridging the gap between sophisticated enterprise business needs and cutting-edge platform capabilities to secure the technical win. Our mission is to prove the undeniable value of Appian’s platform within the AI-Powered Process Automation market, driving customer acquisition and fueling corporate growth. Under our SC 2.0 operating model, our consultants don’t just demo features—they tell compelling stories, co-create solutions with customers, and help shape strategy with technical credibility and business insight.

THE OPPORTUNITY

Ready to take your career to the next level alongside the smartest, most creative people in the tech industry? As a Senior Advisory Solutions Consultant- DoW, you will step into a highly visible, strategic role serving as the trusted advisor for federal agencies, partners, sales leadership, and product teams. This is a game-changing opportunity to own account strategy and technical orchestration for strategic opportunities, translating intricate agency requirements directly into groundbreaking technical solutions that fuel our next stage of hyper-growth within our Enterprise-Grade Orchestration ecosystem.

WHAT YOU'LL DO

• Own Account Strategy: Own the technical strategy for strategic accounts and complex sales campaigns, acting as a true co-seller with Account Executives sharing accountability for pipeline health and revenue contribution.
• Facilitate Executive Workshops: Lead customer roadmap sessions, transformation workshops, and executive visioning discussions to connect customer objectives to Appian capabilities.
• Architect Custom Solutions: Lead the scoping, design, and delivery of high-quality, custom technical Proof of Concepts (POCs) and Proof of Values (POVs) with executive sponsorship and clear success criteria.
• Navigate Complex Landscapes: Understand customer IT landscapes including ERP, CRM, data, workflow, AI, partner solutions, and modern web or enterprise development systems to integrate Appian into complex enterprise environments.
• Own Technical Validation: Direct the technical response and functional strategy required to respond to complex functional and technical elements of RFIs, RFPs, security reviews, and architecture discussions.
• Influence Product Roadmap: Convey real-world customer requirements directly to core Product Management teams, actively serving as a vital feedback loop to influence Appian’s long-term product roadmap.
• Scale & Mentor: Coach peers, lead field enablement sessions, and contribute strategic reusable assets, blueprints, and customer success stories to scale best practices.

REQUIRED QUALIFICATIONS

• Education: Minimum of a Bachelor’s or Master’s degree in Computer Science, Engineering, Information Systems, Information Technology, Business Information Technology, or a related technical or business field.
• Experience: 8+ years of successful experience as a Pre-Sales Engineer, Solutions Consultant, or related enterprise software pre-sales professional, OR 10+ years in a client-facing Professional Services or technical consulting role heavily involved in enterprise sales scenarios.
• Technical Depth: Recent hands-on programming experience or technical fluency within modern development environments using languages such as Java, JavaScript, Python, C#, or C++, alongside database proficiency (SQL, HTML, XML).
• Communication & Leadership: Exceptional communication and influencing skills with a proven ability to conduct deep discovery, analyze requirements, present to executives, and engage C-level audiences.
• Travel: Willingness to travel up to 50% to customer locations throughout the assigned region.

PREFERRED QUALIFICATIONS

• Prior experience selling into the DoW or Federal landscape with an emphasis on Application Development Platforms, AI-enabled automation, or Case Management frameworks.
• Experience contributing reusable demos, technical assets, enablement content, or industry points of view.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.