Partner Sales Jobs in Virginia (NOW HIRING)

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.
Here at Appian, our core values of Excellence and Intensity define who we are. In short, this means we constantly seek to understand what is best for our customers, we go beyond completion in our work, we aspire to do more, and we embrace candid communication. These values guide our actions and shape our culture every day.
Our Sales Solutions Consulting team is in the midst of an exciting transformation - SSC 2.0 is the engine powering our vision. We are redefining what it means to be a trusted advisor in today's fast-paced, mission-driven environment. Our Sales Solutions Consultants (SSCs) don't just demo features - they tell stories, co-create with customers and partners, and help shape strategy with technical credibility and business insight.
The Role
We are hiring a Partner Sales Solutions Consultant to help scale Appian's impact across the US Public Sector (USPS) partner ecosystem.
This is a strategic individual contributor role for a leader who can influence far beyond any one opportunity. While this is not a people-management position, it is a highly visible role that partners closely with Appian's alliance, sales, and solutions leadership to shape how we build partner capability, develop repeatable joint solutions, and drive partner-led growth in the market.
You will work across a portfolio of strategic consulting and alliance partners to strengthen technical readiness, inform partner strategy, and create repeatable motions that expand Appian's reach. Your success will come not only from supporting partner-led opportunities, but from helping define the approach, priorities, and plays that enable partners to independently position, sell, and deliver Appian solutions at scale.
What You'll Do
You will serve as a strategic technical advisor to Appian's partner ecosystem across USPS. In this role, you will:
Shape partner strategy and execution.
Partner with Appian leadership, Alliance Managers, and field teams to influence how strategic partners take Appian to market. Help define where to invest, which solution plays to prioritize, and how to increase partner-led scale across the region.
Build partner capability.
Drive partners to confidently position and deliver Appian by developing reference architectures, solution patterns, and AI-enabled blueprints. Lead workshops, technical briefings, and acceleration sessions that improve partner readiness and independence. Help them build dedicated Appian practices.
Drive pipeline with and through partners.
Support joint go-to-market efforts through account mapping, industry plays, demand generation, and partner-led opportunity development. Help partners identify where Appian can create differentiated value and accelerate pipeline creation. Be the technical resource for partner created GTM solutions built on the Appian platform. Contribute the technical perspective and point of view into thought leadership assets.
Provide technical leadership in partner-led opportunities.
Guide partners through discovery, solution shaping, proof-of-value efforts, and architectural alignment. Support multiple partner-sourced and partner-led opportunities simultaneously, with a focus on repeatability and long-term leverage, not just point execution.
Connect strategy across the ecosystem.
Act as a bridge between partners and Appian's internal sales and product and engineering teams. Work closely with field-aligned SSCs and leadership to ensure partner motions are aligned to account priorities, customer needs, and broader regional strategy.
Translate technology into business value.
Help partners connect Appian's process automation and AI capabilities to measurable business outcomes. Support executive-level conversations that position Appian within broader transformation agendas and industry trends.
Inform Appian's direction with market insight.
Capture recurring architectural patterns, partner feedback, and ecosystem signals, and synthesize them into actionable input for Product, Engineering, and leadership. Bring a market-backed point of view on what partners need to grow faster and deliver more effectively.
What We're Looking For
You are a strong fit for this role if you combine partner-facing experience, technical credibility, and strategic judgment. You know how to operate as a senior individual contributor-someone who can influence leaders, shape direction, and drive execution without direct authority.
We're looking for candidates with:

• 5+ years in pre-sales, sales engineering, solutions consulting, or client-facing strategic consulting
• Prior partner experience is required: go-to-market, solution development, relationship management, and demonstrated ability to build partner-led pipeline and capability
• A deep understanding of how services firms build offerings, take solutions to market, and engage customers
• Experience with enterprise technology platforms such as BPM, low-code, workflow, automation, and application development platforms
• The ability to influence senior stakeholders and contribute to go-to-market or partner strategy
• Strong executive communication, workshop facilitation, and partner enablement skills
• Comfort operating across multiple stakeholders, opportunities, and priorities simultaneously
• Experience in a major consulting firm or similar advisory environment is strongly preferred, but not required.

Technical and Innovation Profile
The ideal candidate is energized by emerging technology and can help partners translate new capabilities into practical offerings and market impact. You should bring:

• Familiarity with enterprise production environments, including application servers, web servers, and databases
• Experience exploring new solution patterns before they are fully standardized
• Strong interest in AI and machine learning, including the ability to explain how these capabilities create value for partners and customers
• The ability to shape scalable joint solutions that align with partner strategy, customer priorities, and Appian's broader go-to-market direction

Basic Qualifications

• Bachelor's or Master's degree in Computer Science, Engineering, Information Systems, or a related field, or equivalent practical experience
• 5+ years as a successful pre-sales engineer, or 6+ years in a client-facing professional services or consulting role supporting enterprise technology sales
• Ability to travel up to 70% within the assigned region

How Success Is Measured
Success in this role is measured by ecosystem impact and strategic leverage, including:

• Growth in partner-sourced and partner-influenced pipeline and ACV
• Improved scale, progression, and win rates in partner-led opportunities
• Increased partner technical maturity, independence, and repeatability
• Stronger alignment between partner motions and regional go-to-market priorities
• Broader adoption of solution patterns, joint plays, and offerings across the partner portfolio

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The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate's relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.
In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.
Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.
Base Salary Range
$125,000-$250,000 USD
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 mission-critical work. 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 more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
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