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About the Role
The Partner team is seeking an experienced Alliance Director to design the future of the partner ecosystem in the UK. This role focuses on driving net-new revenue through existing global Advisory Firms and regional focus partners, scaling the reseller channel, and facilitating strategic growth within the UK enterprise market.
Responsibilities
- Define go-to-market rules of engagement, margin structures, and operational workflows to ensure a scalable reseller channel.
- Develop and execute strategic deals with major global integrators and advisory firms.
- Own the partner revenue number for assigned UK partners.
- Shift partnerships toward becoming high-impact lead generation sources for large enterprise accounts.
- Identify and build new managed services with partners to sell into major new logo accounts.
- Facilitate account mapping sessions between Appian sales and partner teams.
- Manage a predictable pipeline of partner-contributed deals.
- Act as the primary liaison between Appian HQ and the UKI partner network.
Requirements
- Bachelor's degree in Business or related field; MBA is a plus.
- 8+ years of relevant Alliances, Partner Sales, or Business Development experience within the UK enterprise software industry.
- Deep understanding of the UK enterprise landscape and economic/cultural dynamics.
- Demonstrated builder profile with the ability to establish partnerships and revenue streams from scratch.
- Proven experience working with major global advisory firms and system integrators.
- Ability to independently manage alliances and drive strategic, proactive growth.
- Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting.
- Working knowledge of solution selling methodology and practice.
- Excellent written and verbal communication and presentation skills.
- Confident, competitive, thorough, and tenacious attitude.
Skills
- Strategic partnership development
- Revenue forecasting
- Contract negotiation
- Solution selling
- Account mapping
- Channel management
- Business development
Location
- United Kingdom
Work Type
- Full-time
Experience Level
- 8+ years
Education Level
- Bachelor's degree
- MBA (preferred)
Salary/Compensations
- £100,000—£175,000 GBP
Benefits
- Health coverage
- Life and disability insurance
- Employee Assistance Program (EAP) with free mental health support
- Employee Stock Purchase Program (ESPP)
- Lifestyle allowance
- Tuition reimbursement
- Family-forming benefits
- Retirement/pension plan
- Wellness dollars
About the Company
- Appian provides AI automation for mission-critical work, automating complex processes in large enterprises and governments.
- The company has been operating for over 25 years.
- Publicly traded on Nasdaq (APPN).
Equal Opportunity
- Appian is an equal opportunity employer that considers all qualified applicants without regard to any characteristic protected by applicable law.
- Appian provides reasonable accommodations to applicants in accordance with applicable laws.