Senior Manager, Solutions Consulting

Here at Appian, our values of **Intensity** and **Excellence** define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together. ## **Senior Manager, Solutions Consulting** Lead and develop an elite team of pre-sales engineers to architect sophisticated solutions, deliver high-impact technical demonstrations, and drive revenue velocity for Appian’s enterprise market. **Location:** McLean, VA | **Work Model:** On-site (5 days/week) ### About the Team The Solutions Consulting team is a high-impact corporate unit at the forefront of Appian’s global commercial engine. We bridge the gap between complex enterprise business challenges and cutting-edge technical execution. Our mission is to secure the technical win by demonstrating the undeniable value of Appian’s platform within the **AI-Powered Process Automation** market, driving customer acquisition and fueling global revenue growth. Under our **SC 2.0 operating model**, our consultants move beyond simple feature lists to tell compelling value stories and co-create digital transformation strategies. ### The Opportunity Enterprise organizations are facing unprecedented complexity in their digital transformation journeys, making pre-sales engineering leadership more critical than ever. As a Solutions Consulting Manager, you have a premier opportunity to lead a world-class team of technical professionals and directly shape how Fortune 500 companies automate their core operations. Operating within a structured sales incentive plan tied directly to revenue and bookings results, you will exercise significant autonomy to build system integration strategies, influence product roadmaps, and establish Appian as the gold standard for **Enterprise-Grade Orchestration**. ### What You’ll Do - **Lead and Develop Talent:** Manage, mentor, and evaluate a high-performing team of 3–6 pre-sales engineering professionals, ensuring operational excellence, continuous professional development, and complete adoption of **SC 2.0 behaviors**. - **Orchestrate Technical Sales:** Oversee the scoping, design, and execution of tailored technical sales presentations, product demonstrations, and structured proof-of-concept (**POC/POV**) frameworks for strategic enterprise accounts. - **Partner with Sales Leadership:** Partner closely with Account Executives and Sales Directors on opportunity qualification, account planning, territory strategy, and shared accountability for booking outcomes. - **Architect Integration Strategies:** Architect detailed customer installation models, system integration plans, and product feasibility analyses to accelerate complex, long-cycle enterprise sales efforts. - **Influence Product Direction:** Partner cross-functionally with Product Management and Product Marketing teams to translate field patterns and technical customer feedback into future platform capabilities. - **Evangelize the Platform:** Serve as the primary technical liaison and trusted advisor on complex, multi-stakeholder projects with key enterprise clients, representing Appian at executive briefings, conferences, and seminars. ### Required Qualifications - **Education:** Minimum of a Bachelor’s Degree in Computer Science, Information Technology, Engineering, Business Administration, Information Systems, or a closely related field of study. *(Equivalent experience is not accepted in lieu of a degree).* - **Experience:** 7+ years of successful corporate experience in solutions consulting, pre-sales engineering, or technical architecture within the enterprise software industry. - **Leadership:** 3+ years of direct experience selecting, developing, and leading technical individual contributors or pre-sales engineering teams. - **Commercial Metrics:** Documented success operating under a formal sales incentive plan tied directly to individual or team revenue, bookings, or unit sales results. - **Technical Fluency:** Expert proficiency in designing system integration plans, modern enterprise architecture patterns, complex product demonstrations, and high-stakes technical win strategies. - **Mobility:** Ability to travel to customer locations and field events as required by the assigned market, up to 70% travel. ### Preferred Qualifications - Prior experience managing technical pre-sales teams within a high-growth SaaS, PaaS, or cloud-native platform environment. - Deep understanding of Business Process Management (**BPM**), workflow automation, case management, or AI-enabled automation platforms. - We value experience with enterprise platforms such as **Salesforce** or **ServiceNow**, as these skills translate well into our **Enterprise-Grade Orchestration** environment. #SaaS #SolutionsConsulting #PreSalesEngineering #SalesLeadership #EnterpriseSoftware #LI-MB1 The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies. In addition, Appian provides generous benefits offerings that include a 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, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans. Base Salary Range $160,000—$250,000 USD **Tools and Resources** - 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](https://careers.appian.com/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. **Benefits** Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to. **About Appian** Appian provides AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations. For more information, visit [](http://www.appian.com/). Follow Appian: [LinkedIn](https://www.linkedin.com/company/appian), [YouTube](https://www.youtube.com/@appian), [Instagram](https://www.instagram.com/appiancorp/), [Facebook](https://www.facebook.com/AppianCorporation/), and [X](https://x.com/Appian). *Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.* *Appian provides reasonable accommodations to applicants 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](mailto:ReasonableAccommodations@appian.com). Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.* *[Appian's Applicant & Candidate Privacy Notice](https://careers.appian.com/applicant-and-candidate-privacy-notice/)*