Partner Sales Director, UKI

Overview

In this role you will drive the UK partner ecosystem for Appian, shaping how global advisory firms and regional partners generate new revenue and fuel large enterprise opportunities. You will lead go-to-market strategies, manage partner relationships, and coordinate cross-functional collaboration to scale a high-impact reseller channel. You will operate at senior levels to secure strategic deals and build new services with partners, contributing to Appian’s growth in a competitive market.

Pay / Benefits

• health coverage
• EAP with free mental health support
• Employee Stock Purchase Program (ESPP)
• retirement/pension plan
• tuition reimbursement
• family-forming benefits

Responsibilities

• Define go-to-market rules of engagement, margins, and workflows to scale the reseller channel without conflicts
• Develop and execute strategic deals with major global integrators and advisory firms
• Own partner revenue for UK partners and shift partnerships toward lead generation for large enterprise accounts
• Identify and develop new managed services with partners for market launch and strategic logo accounts
• Facilitate account mapping between Appian sales and partner teams to cultivate opportunities in enterprise markets
• Maintain a predictable pipeline of partner-contributed deals with visibility to leadership
• Act as liaison between Appian HQ and UKI partner network, translating global directives to regional plans

Key requirements

• 8+ years in Alliances, Partner Sales, or Business Development in the UK enterprise software sector
• Deep understanding of the UK enterprise landscape
• Proven ability to build partnerships from scratch and drive revenue growth
• Experience with major global advisory firms and system integrators (e.g., Capgemini, TCS, Wipro, NTT Data, PWC)
• Strong contract negotiation, value proposition development, and complex revenue forecasting skills
• Knowledge of solution selling methodology and practice
• Excellent written/verbal communication and presentation skills
• Competitive, proactive, and collaborative attitude

• strong communication
• negotiation
• proactive relationship-building
• solution selling
• contract negotiations
• revenue forecasting

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