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Appian Corporation Logo Appian Corporation · Sales

Distribution Account Manager

United States, McLean Employment contract · Job Posted June 04, 2026
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Job Description

Appian is seeking a Distribution Account Manager to support our U.S. Public Sector business. This strategic, partner-facing role will be responsible for driving alignment, engagement, and growth across Appian's relationship with a named distribution account and its downstream public sector reseller ecosystem.

Job Responsibility

  • Help develop, refine, and execute the overall engagement strategy for the assigned distribution partner across U.S. Public Sector routes to market
  • Coordinate internal stakeholders across sales, marketing, renewals, and leadership to ensure aligned priorities, clear ownership, and consistent execution
  • Support executive-level engagement with the assigned distribution partner, including preparation for business reviews, escalations, and strategic planning discussions
  • Act as a central point of coordination for distributor-related growth motions, helping translate strategy into actionable plans
  • Advise and influence sourced pipeline creation through the distribution partner and downstream reseller partner ecosystem
  • Partner with internal sales leadership and distribution partner stakeholders to identify growth opportunities, remove friction, and improve execution against pipeline goals
  • Review pipeline trends, inspect opportunity progression, and provide reporting and recommendations to internal leaders
  • Participate in forecasting discussions related to distributor-influenced business and public sector growth motions
  • Collaborate with internal marketing and assigned distribution partner teams to support campaign planning, MDF utilization, and program execution
  • Ensure campaigns align to growth priorities, target audiences, and partner activation objectives
  • Track execution progress and follow through on agreed joint initiatives
  • Support review and coordination of deal registration processes to improve quality, velocity, and internal visibility
  • Identify process breakdowns and recommend improvements that improve partner experience and internal responsiveness
  • Support distributor-led downstream reseller enablement activities as a backstop, internal resource, and escalation point
  • Maintain an ongoing view of overall relationship health, including operating rhythm, follow-through, issue resolution, and executive alignment
  • Drive cadence and readiness for executive business reviews, including action tracking and cross-functional accountability
  • Escalate issues appropriately and help resolve complex challenges involving sales, partner engagement, or execution gaps
  • Build trusted relationships with senior leaders at Appian and the assigned distributor

Requirements

  • 10+ years of demonstrated experience in the technology sector, with meaningful engagement in public sector markets
  • 5+ years of experience working for a technology distributor or OEM/channel organization with a distributor as an assigned account
  • Demonstrated fluency in public sector procurement environments and routes to market
  • Proven ability to operate effectively without direct authority and drive outcomes through influence
  • Executive presence and credibility with senior sales leaders, partner leaders, and distributor stakeholders
  • Strong program management, coordination, and follow-through capabilities
  • Experience working across complex licensing and commercial models, including cloud, SaaS, and perpetual software motions
  • Strong communication, relationship management, and organizational skills
  • Ability to succeed in ambiguous, evolving, startup-like operating environments

Nice to have

  • Experience with MDF planning, joint campaign execution, or partner marketing programs
  • Experience supporting renewals, subscription lifecycle motions, or recurring revenue models
  • Familiarity with deal registration workflows, partner enablement practices, and distributor operating models in public sector technology

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
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