Client Executive Job at Appian Corporation (McLean)

Client Executive

Appian Corporation

Location:
United States , McLean

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

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.

Job Responsibility:

Own the Army account strategy from the top
Work 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
Lead the next phase of growth following a landmark $500M Army Enterprise Agreement

Requirements:

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

Nice to have:

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

What we offer:

Health coverage
Employee Assistance Program (EAP) with free mental health support
Life and disability insurance
Employee Stock Purchase Program (ESPP)
Retirement/pension plan
Wellness dollars
Tuition reimbursement
Family-forming benefits

Additional Information:

Job Posted:
April 16, 2026

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