Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.
Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.
Appian provides a low-code development platform that accelerates the creation of high-impact business applications. Many of the world’s largest organizations use Appian applications to improve customer experience, achieve operational excellence, and simplify global risk management and compliance.
As a Deal Manager EMEA you will be concentrating on complex software licensing deals within the Financial Services domain. You’ll use a mixture of critical thinking, creativity, and excellent communication and relationship building skills. Success in this position requires you to be a self-starter with proven problem-solving skills capable of quickly adapting to fluent business policies and commercial strategies. This role will report directly to the Deal Operations Manager EMEA (based in the UK).
What you'll be doing:
• As the subject matter expert, lead the process and the relevant stakeholders for deal constructs, special pricing, operations, approval policies, and troubleshooting of deal issues and sales escalations.
• Support Sales team in negotiation of contract structure and pricing in compliance with Appian's internal policies while maximizing value to the customer and Appian.
• Guide optimal use of quote and opportunity management tools to accelerate sales cycles and drive collection of actionable business data.
• Facilitate alignment and communication between Appian’s Sales Teams, and internal stakeholders, including Finance, Legal, Engineering, and Product teams, and external customers/partners to promptly resolve business/issues and foster productive interactions.
• Validate all aspects of agreement packages for accuracy and compliance with Appian’s business practices and approvals process and maintain responsiveness.
• Cultivate best practices through analyses, projects and reporting contributing to the continued growth of Appian’s Sales team and Deal Desk.
• Support in developing training materials, sales examples and engage in regular training sessions with Sales teams.
Required Skills & Experience:
• Good knowledge of software licensing and pricing.
• Good knowledge of software contracts and revenue recognition policies.
• Negotiation experience and competence. Ability to work to understand the interests behind positions and get past objections to workable solutions.
• Experience using CRM and CPQ systems.
• Set to take action and work independently, although support is there when you need it. Driven to complete tasks through impact and undertake a proactive approach to achieve this.
• Ownership mentality. Possess the character to act with integrity for the best interests of the entire organization.
• Comfortable with ambiguity and working in a rapidly evolving environment and fluent business rules.
• Comfortable with change and having the ability to adapt quickly.
• Detail oriented. Must be organized and able to stay on top of fast-moving information and tasks.
• Process focused by nature. You like order and having things documented for easy reference.
• Bachelor’s degree in finance, economics, sales, or a business-related field. Minimum of 5 years of experience in related role (Deal Desk, Sales Operations, and/or Finance/Pricing experience preferred)
Tools and Resource
- Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
- Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
About Appian
Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit appian.com. [Nasdaq: APPN]
Follow Appian: Twitter, LinkedIn.
Appian Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, genetic information, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker, Pay Transparency Nondiscrimination. Appian provides reasonable accommodations to applicants and employees 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 and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
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