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Appian Corporation Logo Appian Corporation · IT - Software Development

Director, Solutions Consulting - Defense and Intelligence

United States, McLean Employment contract 175000.00 - 325000.00 USD / Year · Job Posted July 03, 2026
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Job Description

As a Director, Solutions Consulting, you will own Solutions Consulting performance across a region, vertical, or line of business. You will architect team structure, develop managers, drive operational excellence, align field execution with product and GTM strategy, and ensure consistent SC 2.0 execution across teams. This role requires strong leadership presence, technical credibility, commercial ownership, and a deep commitment to coaching in the field.

Job Responsibility

  • Own SC performance across regions, verticals, or business lines
  • Architect SC organizational structure, pods, talent deployment, and coverage models
  • Directly coach Senior Managers and Managers
  • Lead quarterly business reviews, performance tracking, territory design, hiring plans, and cross-region reporting
  • Align with Product, Enablement, Sales, Customer Success, and Marketing stakeholders to translate roadmap innovation into story-ready and demo-ready assets
  • Ensure process discipline across DemoHub usage, AI/Data Fabric/Process HQ adoption, storytelling quality, forecast hygiene, and AE/SC execution standards
  • Drive consistent leadership operating rhythms, inspection standards, and performance accountability across teams
  • Lead, coach, develop, and retain a high-performing team of Solutions Consultants
  • Partner with Sales leadership to define and execute regional, vertical, or functional sales strategy
  • Drive AE/SC alignment, account planning, opportunity qualification, pipeline discipline, and shared accountability for revenue outcomes
  • Inspect and coach SC 2.0 execution
  • Ensure customer evaluations are disciplined
  • Drive team accountability for demo reuse, customer story creation, reusable asset contribution, and enablement adoption
  • Spend meaningful time in the field with SCs and customers, providing real-time coaching
  • Collaborate with Product, Marketing, Professional Services, Customer Success, Partners, Enablement, and Sales leadership
  • Use metrics and operating rhythms to track team performance
  • Model Appian's values of Intensity and Excellence
  • Develop and contribute reusable assets
  • Represent Appian with credibility at customer meetings, executive briefings, field events, conferences, seminars, and internal enablement sessions

Requirements

  • Bachelor's degree in Information Systems, Engineering, Computer Science, Business, or a related technical or business field, or equivalent practical experience
  • 12-15 years of experience in Solutions Consulting, Pre-Sales Engineering, Technical Consulting, Professional Services, Enterprise Architecture, or related enterprise software roles
  • Experience leading managers, senior managers, or region-wide Solutions Consulting teams
  • Proven success aligning GTM strategy with Product, Customer Success, Marketing, and Sales leadership
  • Strong executive presence, organizational leadership, operational discipline, and talent development capability
  • Ability to travel to customer locations and field events as required by the assigned region or market up to 70% Travel

Nice to have

  • Experience building custom demos, prototypes, POCs, POVs, or technical solution architectures for enterprise customers
  • Technical depth to respond to functional and technical elements of RFIs, RFPs, security reviews, and architecture discussions
  • Familiarity with production environments, including application servers, web servers, databases, APIs, integrations, and enterprise architecture patterns
  • Familiarity with Business Process Management, workflow automation, application development platforms, case management, AI-enabled automation, or enterprise orchestration platforms
  • Experience with enterprise platforms such as Salesforce or ServiceNow
  • Experience conveying customer requirements and market feedback to Product Management teams
  • Experience contributing reusable demos, technical assets, enablement content, customer stories, industry points of view, or thought leadership

What we offer

  • 401(k) plan with company match
  • flexible time off
  • paid parental leave
  • medical, dental, and vision plans
  • life insurance
  • disability insurance
  • wellness programs
  • flexible spending accounts
  • health savings account contributions
  • employee referral bonus program
  • learning and development resources
  • equity awards
  • Employee Assistance Program (EAP) with free mental health support
  • Employee Stock Purchase Program (ESPP)
  • retirement/pension plan
  • wellness dollars
  • tuition reimbursement
  • family-forming benefits
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