Channel Manager

The best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers' biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

The Partner team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are looking for an experienced Channel Manager to help design and manage Appian’s strategic and highest-leverage route to market. Unlike traditional co-sell and resell models, you will focus on As-a-Service and Business Process Outsourcing motions–enabling partners to wrap Appian’s platform into their own recurring service offerings. This individual will be responsible for moving partners from simple implementations to building proprietary, scalable IP that generates long-term alternate sources of revenue contributing to Appian’s growth. 

In this role, you will:

• Lead the identification, recruitment, and onboarding of high-potential Business Process Outsourcers (BPOs) and “as-a-Service” partners to build revenue-generating solution offerings on top of Appian.

• Own the review of partner solution business plans to ensure partners have the necessary marketing, sales, and support assets to sell their Appian-powered solutions independently.

• Facilitate collaboration between partner teams and relevant Appian departments to ensure partners have the necessary technical expertise and best practices to design and build solutions for success.

• Oversee the contractual and financial health of As-a-Service revenue-share and consumption-based BPO agreements, ensuring accurate reporting and growth of recurring royalty streams globally. 

• Manage a predictable pipeline and forecast, providing visibility to the Appian Alliance team and Sales leadership. 

About You:

• Bachelor's degree in Business or related field; MBA is a plus. 

• 5-8+ years of relevant experience in channel management, with a specific focus on BPO or as-a-service revenue share models in the enterprise software industry.

• Significant experience discussing and negotiating revenue-share percentages, gross margins, and the unit economics of managed services. 

• You have a proven track record of taking complex, legacy partner relationships and pivoting them toward modern, “as-a-service” business models. 

• Ability to quickly learn and understand how a platform like Appian fits into the broader BPO technical stack and explain Appian’s value proposition to executive and technical audiences. 

• Excellent written / verbal communication and presentation skills.

• Confident, competitive, thorough, and tenacious attitude.

• Must be based in the United States, with the flexibility for regional and international travel as required.

The base salary for this role is between $164,000-$256,250 per year and 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.[If applicable to position: 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.