Senior Partner Account Manager – Public Sector Distribution

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.

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.

This role serves as a strategic partner-facing lead across sales, marketing, renewals, partner enablement, and executive leadership to drive the overall distribution engagement strategy. The ideal candidate is an experienced channel professional who can influence without authority, operate in ambiguity, and accelerate public sector pipeline through the assigned distributor and partner network across Federal, SLED, and major licensing motions. This role is based at our ​headquarters in ​McLean, Virginia.

Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office 5 days a week to foster that culture and ensure we continue to thrive through shared ideas and teamwork. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.

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.