Drive the technology evaluation stage of the enterprise sales process and act as the primary technical advisor and product advocate for Appian.The RoleAs a Senior Solutions Consultant, you will lead demos, discovery, and technical wins with autonomy. You will craft tailored narratives, support strategic deals, engage executive-level buyers, and help customers understand the business value Appian can deliver. You will also mentor junior SCs and contribute to reusable assets that improve the consistency and scalability of the Solutions Consulting organization.You must be able to engage and articulate product positioning to both business and technical users in competitive scenarios. You will uncover business objectives, understand customer environments, translate requirements into solution designs, and connect Appian's capabilities to measurable customer outcomes.This role is central to Appian's SC 2.0 operating model. You will help move customers beyond feature evaluation by telling compelling stories, co-creating solution strategies, shaping roadmap conversations, and demonstrating how Appian delivers enterprise-grade process automation, orchestration, and transformation.What You'll Do- Lead discovery sessions, technical workshops, and customer-facing demonstrations with limited oversight.
- Craft tailored, persona-based narratives that connect Appian capabilities to customer business outcomes.
- Own technical validation activities, including demo strategy, POC/POV support, RFI/RFP responses, and technical objection handling.
- Partner with Account Executives to shape opportunity strategy, improve qualification, and drive technical wins.
- Engage executive-level stakeholders and technical decision-makers with confidence and credibility.
- Contribute reusable demos, customer stories, enablement materials, and field-tested solution patterns.
- Mentor Associate SCs and Solutions Consultants through demo reviews, onboarding support, and informal coaching.
- Partner with Account Executives to achieve defined sales goals and co-own opportunity strategy, pipeline health, qualification, and revenue contribution.
- Engage directly with customers to uncover business objectives, understand technical environments, and build trusted relationships with executives, technical decision-makers, and key stakeholders.
- Translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
- Facilitate discovery sessions, roadmap discussions, transformation workshops, and technical evaluations that align Appian solutions to customer priorities.
- Understand customer IT and business landscapes, including ERP, CRM, data, workflow, AI, partner solutions, and existing enterprise architecture.
- Design architectures that integrate Appian into complex enterprise environments to extend value, accelerate ROI, and support long-term transformation.
- Deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable business value.
- Lead or support disciplined customer evaluations, including POCs and POVs, with clear executive sponsorship, written success criteria, defined timelines, and measurable outcomes.
- Respond to technical questions, objections, RFIs, RFPs, and proposal requirements with clear, accurate, and business-relevant guidance.
- Collaborate with Product Management, Marketing, Professional Services, Customer Success, Partners, and leadership to align customer needs with Appian's roadmap and go-to-market strategy.
- Develop and contribute reusable assets, including demos, architectural blueprints, frameworks, customer stories, and enablement content, to help scale best practices across the global Solutions Consulting organization.
- Represent Appian with credibility at customer meetings, executive briefings, field events, conferences, seminars, and internal enablement sessions.
To Be Successful in This Role, You NeedCore Capabilities / Mindset- A customer-obsessed mindset and the ability to engage directly with clients, build trusted relationships, and ensure Appian solutions align with their strategic objectives.
- Exceptional communication and influencing skills, including the ability to uncover business priorities, engage executives and technical decision-makers, lead strategic discussions, and resolve technical concerns.
- The ability to act as a true co-seller with Account Executives, sharing accountability for account planning, opportunity qualification, pipeline progression, and revenue outcomes.
- The ability to translate business objectives and requirements into solution designs that clearly demonstrate how Appian addresses strategic challenges.
- Strong problem-solving skills and the ability to design creative, practical solutions for complex customer environments.
- A commitment to reusable asset creation, knowledge sharing, coaching, and continuous improvement as part of Appian's SC 2.0 operating model.
Technical Capabilities- Technical fluency across modern enterprise environments, including application architecture, integrations, APIs, databases, cloud infrastructure, data models, workflow, and enterprise systems.
- Familiarity with customer IT and business landscapes, including ERP, CRM, data, workflow, AI, partner solutions, and existing enterprise architecture.
- Ability to design architectures that integrate Appian into enterprise environments to extend value and accelerate ROI.
- Ability to deliver persona-based, outcome-oriented demos and narratives that connect Appian capabilities to measurable business value.
- Ability to support or lead disciplined evaluations, including POCs and POVs, with clear executive sponsorship, written success criteria, defined timelines, and measurable outcomes.
- Ability to develop and contribute reusable assets, including demos, architectural blueprints, frameworks, and customer success stories.
Required Qualifications- Bachelor's degree in Information Systems, Engineering, Computer Science, Information Technology, Business Information Technology, or a related technical or business field, or equivalent practical experience.
- 5+ years of experience as a Solutions Consultant, Pre-Sales Engineer, Solution Architect, Technical Consultant, Enterprise Architect, or client-facing Professional Services consultant involved in enterprise software sales scenarios.
- Proven success delivering technical demonstrations, custom prototypes, or POCs/POVs for enterprise customers.
- Strong technical fluency in enterprise application architecture, APIs, databases, SQL, integrations, cloud environments, or modern development languages.
- Proven ability to conduct discovery, analyze requirements, present to executives, and translate customer needs into solution designs.
- Ability to travel to customer locations and field events as required by the assigned region or market up to 30%-70% Travel.
Preferred Skills- Experience building custom demos, prototypes, POCs, POVs, or technical solution architectures for enterprise customers.
- Technical depth to respond to functional and technical elements of RFIs, RFPs, security reviews, and architecture discussions.
- Familiarity with production environments, including application servers, web servers, databases, APIs, integrations, and enterprise architecture patterns.
- Familiarity with Business Process Management, workflow automation, application development platforms, case management, AI-enabled automation, or enterprise orchestration platforms.
- Experience with enterprise platforms such as Salesforce or ServiceNow; these skills translate well into Appian's Enterprise-Grade Orchestration environment.
- Experience conveying customer requirements and market feedback to Product Management teams.
- Experience contributing reusable demos, technical assets, enablement content, customer stories, industry points of view, or thought leadership.
#LI-MB1The 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 dedicate
