Job description
Role Overview
Senior Advisory Solutions Consultant based in Dubai, covering the Middle East region for Appian. This is a remote role and the first Solutions Consultant hire in the region.
Company Overview
Appian provides AI automation for mission-critical work, automating complex processes in large enterprises and governments. The platform is known for its unique reliability and scale, with more than 25 years of experience in automating enterprise operations. The Middle East team is small but highly talented, representing an emerging region with excellent growth potential.
Role Purpose
As the technical lead during the sales process, you will work with the sales team to demonstrate how Appian's platform solves real business problems. You will articulate the business value prospective clients can expect from implementing Appian solutions, moving beyond basic feature demos to act as a strategic partner who co-creates solutions and helps shape customers' long-term strategy.
Key Responsibilities
Sales Support & Account Management
- Work with Account Executives to meet sales goals across large accounts in the Middle East.
- Take equal responsibility for account planning and revenue targets alongside the sales team.
- Build long-term relationships with technical staff at target accounts.
Discovery & Proposal Development
- Work with the Account Executive to complete comprehensive discovery and fully understand client business needs.
- Manage all technical aspects of a sales cycle, from initial meetings to final presentations.
- Write and organize technical responses for RFPs and formal proposals.
Technical Demonstrations & Solutions
- Build and present proof-of-concept applications that solve specific customer problems.
- Explain technical details and business benefits to executives and stakeholders.
- Handle technical objections and answer detailed product questions.
Stakeholder Engagement
- Represent Appian at industry events, conferences, and seminars.
- Collaborate with internal teams to get the resources or information needed to close a deal.
Qualifications & Experience
- Bachelor's degree in Computer Science or a related technical field.
- 10+ years as a Solutions Consultant or Sales Engineer for enterprise software.
- Hands-on technical background as a Software Engineer or Technical Consultant.
- Experience working with large Financial Services & Insurance organizations.
Skills & Competencies
- Deep functional knowledge able to answer complex technical questions.
- Comfort discussing production environments, including APIs, application servers, and databases.
- Technical creativity to build working prototypes.
- Business acumen to explain why technical solutions matter.
- Sales partnership mindset with accountability for revenue targets.
Additional Information
Training & Development
- Department-specific training during onboarding to equip new hires with skills and knowledge for success.
- Continuous learning through dedicated mentorship and the First-Friend program.
- Leadership program tailored for new and aspiring managers.
- Comprehensive library of specialized department training through Appian University.
- Skills-based training opportunities.
- Tuition reimbursement for education advancement.
Community
- Immersion into a community rooted in respect from day one.
- Eight employee-led affinity groups fostering inclusivity and building stronger internal and external networks.
- Social, educational, and outreach activities connecting employees throughout the company.
Benefits
Appian offers a comprehensive benefits package including 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, and family-forming benefits. Benefits vary by country; contact your Talent Acquisition contact for details specific to your location.