Client Executive - US Army

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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.

The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell 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.

The Client Executive, U.S. Army is a senior strategic role designed for a proven enterprise technology leader with deep Army DNA. This is not a field sales position. This is the person who owns the Army account strategy from the top—working alongside the Regional VP and a high-performing support ecosystem of capture, solutions consulting, and architects to orchestrate deals and grow Appian’s footprint across the full spectrum of the Army enterprise.

Our Army business just reached a landmark $500M Army Enterprise Agreement. We are doubling down—and we need an elite operator who can lead this next phase of growth.

To be successful in this role, you need:

• Army Domain Mastery: A deep, current understanding of Army organizational structure, acquisition processes, and the political dynamics driving modernization.
• A Trusted Advisor: The ability to build and sustain trusted, peer-level relationships with senior Army stakeholders, including SES, Flag Officers, and Secretary-level officials.
• Complex Deal Orchestration: Experience navigating large, multi-year pursuits ($8-figure+) from early shaping through award, leveraging internal resources and partner ecosystems.
• Acquisition Fluency: Command of DoD acquisition vehicles such as OTAs, GWACs, IDIQs, and Enterprise Agreements (EAs).
• Strategic Leadership: The ability to lead without authority, orchestrating a matrixed support team (capture, technical, proposal) toward a unified winning strategy.
• Market Intelligence: To actively seek out industry trends and Army mission requirements to position Appian against competitors and shape thought leadership.

Basic Qualifications:

• 10+ years of direct selling experience or operating as a senior civilian embedded within Army program offices, PAEs, or HQ DA.
• Demonstrated history of closing and expanding 8-figure+ enterprise software agreements with the DoD.
• Strong job tenure: A history of displaying loyalty and perseverance through long, stable job tenure and a positive career trajectory.
• Security Clearance: Active security clearance is required for this role.
• Prior military service (Army, ideally at the field grade or senior NCO level) is strongly preferred.
• Bachelors Degree in a relevant field

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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 process automation technology. 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 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]

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