<div class="content-intro"><p>Here at Appian, our values of <strong>Intensity </strong>and <strong>Excellence </strong>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.</p></div><p>The best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers' biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.</p> <p>The Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are looking for an experienced Alliance Director to help design the future of our partner ecosystem in DACH. This individual will not only drive net-new revenue through existing global Advisory Firms and regional focus partners </p> <p><strong>In this role, you will:</strong></p> <ul> <li>Define the go-to-market rules of engagement on leadership level, margin structures, and operational workflows to ensure the new reseller channel scales without conflict. </li> <li>Own the partner revenue number for assigned partners and shift partners to “lead generation” sources. </li> <li>Facilitate high-impact account mapping sessions between Appian sales teams and partner account teams to jointly develop customer opportunities in major enterprise accounts. </li> <li>Responsibility to plan and execute on partner business plan for assigned partnerships</li> <li>Plan and execute Demand Generation activities for assigned partnerships in DACH</li> <li>Manage a predictable pipeline of partner-contributed deals, providing weekly visibility to Appian sales and alliance team leadership. </li> <li>Collaborate with our partner experience and enablement team to ensure regional delivery partners are technically proficient and certified on the latest Appian value proposition.</li> <li>Act as the primary liaison between Appian HQ and the DACH partner network, translating global directives into regionally relevant execution plans. </li> </ul> <p><strong>About You:</strong></p> <ul> <li>Bachelor's degree in Business or related field; MBA is a plus. </li> <li>8+ years of relevant Alliances, Channel Sales, or Business Development within the enterprise software industry in DACH; existing relationships at top DACH system integrators and distributors is a plus.</li> <li>3+ years experience in direct sales roles</li> <li>4+ years experience in working with big Advisory firms</li> <li>Specific, demonstrable experience of starting something new-whether launching a new region, standing up a distribution model, or overhauling a partner program.</li> <li>Deep understanding of the economic and cultural nuances of doing business in DACH</li> <li>Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting.</li> <li>Working knowledge of solution selling methodology and practice.</li> <li>Excellent written / verbal communication and presentation skills.</li> <li>Confident, competitive, thorough, and tenacious attitude.</li> <li>Bilingual fluency in English & German is required.</li> </ul> <p><br><br></p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>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. </p> <p>Appian offers a comprehensive benefits package, which may include health coverage, life and disability insurance, an Employee Assistance Program (EAP) with free mental health support, an Employee Stock Purchase Program (ESPP), lifestyle allowance, tuition reimbursement, and family-forming benefits. Benefits may vary by country. Please ask your Talent Acquisition Specialist for details on the benefits available in the location you are applying to.</p> <p>Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.</p></div><div class="title">Base Salary Range</div><div class="pay-range"><span>€100.000</span><span class="divider">—</span><span>€200.000 EUR</span></div></div></div><div class="content-conclusion"><p><span style="color: rgb(0, 0, 0);"><strong>Tools and Resources </strong></span></p> <ul> <li style="color: rgb(0, 0, 0);"><span style="color: rgb(0, 0, 0);">Training and Development: During on