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About the Role
Transform how the world's leading insurers operate by delivering mission-critical enterprise solutions that solve their most complex operational bottlenecks.
Responsibilities
- Lead end-to-end complex enterprise sales engagements from targeted prospecting to executive sign-off across the general insurance ecosystem.
- Execute a disciplined territory plan using the ValueSelling Framework, conducting in-depth client discovery to map business KPIs directly to Appian’s value proposition.
- Architect multi-threaded deal strategies by aligning C-level LOB and IT stakeholders around total cost of ownership (TCO) and rapid time-to-value.
- Partner cross-functionally with Customer Success, Solution Consulting, and Marketing to orchestrate comprehensive pursuit strategies and drive seamless post-sale adoption.
- Drive top-of-funnel pipeline acceleration in collaboration with key systems integrators, consulting partners, and industry alliances.
Requirements
- Bachelor’s degree.
- 10+ years of direct B2B enterprise software sales experience, with a documented history of quota overachievement and new customer logo acquisition.
- 5+ years of enterprise experience selling complex technology solutions directly into the insurance sector.
- Demonstrated mastery of Value Selling or equivalent structured enterprise sales methodologies (e.g., MEDDPICC, Challenger).
- Proven executive presence and presentation skills, capable of delivering ROI-driven business cases to senior LOB and IT decision-makers.
- Established, active network of enterprise relationships across insurers and industry delivery partners.
- Verifiable record of long, stable job tenure demonstrating resilience, dedication, and consistent career progression.
Skills
- Value Selling
- MEDDPICC
- Challenger
- Salesforce
- ServiceNow
Location
- London
Work Type
- Hybrid
Experience Level
- 10+ years of direct B2B enterprise software sales experience
- 5+ years of enterprise experience selling complex technology solutions directly into the insurance sector
Education Level
- Bachelor’s degree
- Formal certification in the ValueSelling Framework
Salary/Compensations
- £88,000—£150,000 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 the most important business processes at the world’s largest organizations.
- Our platform is known for its unique power, reliability, and scale.
- We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations.
Equal Opportunity
- 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 ReasonableAccommodations@appian.com.
- Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.