Principal Solutions Consultant

Here at Appian, our values ofExcellenceandIntensitydefine 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 ofExcellenceandIntensitydefine who we are. In short, this means we constantly seek to understand the best for our customers, go beyond completion in our work, strive for excellence with intensity, and embrace candid communication. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things. As aPrincipal Solution Consultant , you won’t just deliver demos—you willarchitect strategy ,shape market perception , andsecure Appian’s most complex and transformational deals . You will be recognized as a thought leader inside and outside of Appian, mentoring peers, driving reusable assets, and advising executives on how to achieve transformative outcomes with Appian’s platform. SC 2.0 is the engine powering our vision. Appian’s Solutions Consulting team is in the midst of an exciting transformation—redefining what it means to be a trusted advisor in today’s fast-paced, mission-driven environment. Our SCs don’t just demo features—they tell stories, co-create with customers, and help shape strategy with technical credibility and business insight.Read More About SC 2.0 Here You can listen to our Global SC leader, Gregg Aldana discuss SC 2.0 here This is the pinnacle role for Solution Consultants at Appian—ideal for those ready to operate asenterprise strategists, deal orchestrators, and platform evangelists . What you'll be doing:As aPrincipal Solution Consultant , you will: Orchestrate Enterprise Growth Plan (EGP) & Complex Deals Lead technical strategy and value realization for Appian’slargest, multi-million-dollar agreements , including Enterprise Growth Plans. Coordinate acrossmultiple resources —Product, Services, Partners, Executives—to ensure alignment, mitigate risk, and secure technical wins in our most critical opportunities. Operate as thedeal architect , ensuring that every complex pursuit is anchored in ROI, business outcomes, and a long-term adoption roadmap. Drive Customer Strategy & Executive Engagement Serve as atrusted advisorto C-suite leaders, shaping problem statements, building business cases, and securing executive sponsorship. Lead executive workshops, visioning sessions, and industry POV briefings that position Appian as the strategic partner for enterprise transformation. Anchor Value Through Storytelling & Innovation Deliver persona-driven, outcome-based demos that consistently tie toquantified business impact . Innovate withAI, Data Fabric, and Process HQ , creating advanced solution narratives that differentiate Appian in competitive evaluations. Scale Impact Across Regions & Verticals Influence multiple AEs and verticals, co-owning account and territory strategies. Drivereuse and scalabilityby contributing to DemoHub, Story Library, and industry playbooks. Thought Leadership & Market Influence Publish original points of view, industry frameworks, or enablement content that elevates Appian’s visibility. Speak at conferences, webinars, and executive events toamplify the Appian brand . Mentor SCs across regions and develop enablement programs for complex deal pursuit. Share best practices inEGP orchestration, storytelling, and executive engagement , raising the performance bar across the SC community. Co-own pipeline coverage and technical wins with AEs, ensuring≥70% technical win ratesacross top opportunities. Contribute directly to pipeline sourcing and whitespace expansion throughstrategic plays, executive influence, and EGP adoption frameworks . What We’re Looking ForExperience & Track Record 8–10+ years in Solutions Consulting, Pre-Sales, or Strategic Consulting roles with directenterprise customer engagement . Proven ability tosecure technical wins in complex, enterprise-wide agreements , including unlimited-licensing or consumption-based models (e.g., Enterprise Growth Plans). Track record of coordinatingmulti-disciplinary resourcesto achieve outcomes in high-stakes, competitive environments. Technical & Domain Mastery Deep fluency with enterprise platforms (low-code, BPM, automation, AI, integration) and adjacent ecosystems (ERP, Guidewire, SAP, EPIC, etc.). Recognizeddomain expertisein one or more industries (Financial Services, Insurance, Healthcare, Public Sector, etc.), with published or public thought leadership a plus. Storytelling & Strategic Communication Mastery inexecutive storytelling —building narratives that connect Appian’s platform to board-level priorities and ROI. Exceptional written and verbal communication, with the ability to leadexecutive and board-level conversations . Leadership Without Title Evidence ofscaling impact across AEs, verticals, and regions . Ability to shape market perception, product direction, and customer trust through thought leadership and deal orchestration. Basic QualificationsBachelor’s or Master’s degree in Information Systems, Computer Science, Engineering, or related field. 8+ years in pre-sales or consulting, including 3+ years working onenterprise-level, multi-million-dollar pursuits . Up to 70% travel to customer locations across the assigned region. 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. About Appian Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit . [Nasdaq: APPN] 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 . Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.#J-18808-Ljbffr

Created: 2025-10-09