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Appian Corporation Logo Appian Corporation · Sales

Partner Sales Director - Public Sector (SLED)

United States, McLean Employment contract 150000.00 - 300000.00 USD / Year · Job Posted June 15, 2026
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Job Description

Appian is seeking a Partner Sales Director – Public Sector (SLED) to collaborate with our Public Sector leadership team and drive strategy and go-to-market execution across our State, Local, and Education partner ecosystem. This role will be responsible for fostering executive alignment, generating consistent incremental partner-sourced revenue, and supporting exceptional service delivery.

Job Responsibility

  • Develop and execute strategic business plans across Appian’s SLED partner ecosystem
  • Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions
  • Build executive alignment between Appian and strategic partners to establish shared priorities, investment plans, and growth objectives
  • Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives
  • Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement
  • Build relationships across partner executive, sales, technical, marketing, and delivery organizations
  • Identify customer, partner, and marketplace trends that create opportunities for joint solutions and new routes to market within state, local, and education accounts
  • Partner with service providers to develop compelling consulting and implementation practices around Appian’s software platform
  • Collaborate with Appian Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives
  • Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to SLED priorities
  • Navigate competing internal and external priorities while maintaining accountability for partner outcomes
  • Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions
  • Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders
  • Create scalable partner management processes and workflows that improve consistency, accountability, and execution

Requirements

  • 10+ years of enterprise software sales, partnerships, alliances, business development, channel, or related go-to-market experience
  • 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred
  • Demonstrated experience in the government SLED market within a software company, technology distributor, systems integrator, or consulting organization
  • Proven success building and executing partner ecosystem go-to-market strategies
  • Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth
  • Deep understanding of SLED contracting, procurement, sales processes, and industry trends
  • Strong understanding of how government integrators and consulting firms operate and how software companies can help accelerate their growth
  • Experience selling or partnering with C-level executives and senior decision-makers
  • Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions
  • Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution
  • Strong program management skills with the ability to establish accountability and scalable partner management processes
  • Executive presence and strong written, verbal, and presentation skills
  • Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders
  • Ability to thrive in a fast-changing environment while operating with autonomy and clear accountability for results
  • Bachelor’s degree, preferably in Business, Computer Science, or a related field

Nice to have

  • Experience working at a Global Systems Integrator, Federal Systems Integrator, regional systems integrator, or consulting organization delivering technology solutions to the SLED market
  • Experience transitioning from a systems integrator or consulting organization into a software or SaaS company
  • Working knowledge of business process automation and experience identifying and qualifying client solution areas
  • Experience orchestrating complex, multi-departmental solution sales
  • Experience helping service providers construct consulting and implementation practices around enterprise software products
  • Background in enterprise software, SaaS, cloud technology, or business process automation
  • Demonstrated success building new partner programs, routes to market, or joint solution offerings
  • Tenacious, competitive, thorough, and motivated by achieving superior results

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 (eligible for certain positions)
  • 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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