Descripción de la oferta
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.
Partner Sales Manager / Director – Regional Strategic Partners
The Global Alliances & Channels team at Appian plays a critical role in accelerating our global growth. We are seeking a Global Partner Director to lead and own Appian’s strategic relationship with a portfolio of key Regional System Integrators and Strategic Partners. This is a high-impact, senior leadership role with global accountability and a primary focus on accelerating growth across Iberia and LATAM.
This individual will serve as the owner of this partner portfolio globally, responsible for executive alignment, pipeline creation, joint solution development, and scalable go‑to‑market execution. This is not a transactional partner role. You will be entrusted with some of Appian’s most strategic regional partnerships, with the mandate to shape joint strategy, accelerate growth, and build a scalable, long‑term business with these firms. Your impact will be visible, measurable, and critical to Appian’s success in Iberia, LATAM, and beyond.
In this role, you will:
Own and lead the global strategic relationship with assigned partners, acting as Appian’s executive partner to their senior leadership.
Drive partner‑sourced and partner‑influenced pipeline and revenue growth, with a strong emphasis on Iberia and LATAM.
Orchestrate tight alignment between Appian’s field sales leadership and the partners' account, delivery, and executive teams.
Lead joint account planning, opportunity planning, and disciplined co‑selling motions across priority accounts.
Incubate, launch, and scale joint offerings, including industry solutions, managed services, and BPO‑led propositions built on Appian.
Build and scale the partners' Appian delivery capability, ensuring strong practices, certifications, and repeatable delivery excellence.
Develop and execute a multi‑year GTM strategy that positions Appian as a strategic platform within each partner's portfolio.
Evangelize Appian’s value proposition within the partner organizations to build sustained executive mindshare and long‑term commitment.
Serve as a trusted advisor internally, providing insight into partner strategies, operating models, and regional priorities.
About You:
Bachelor’s degree in Business, Engineering, Computer Science, or related field (MBA or advanced degree preferred).
15+ years of experience in enterprise software, strategic alliances, or GSI leadership roles.
Deep, demonstrable experience working with Iberian‑based System Integrators, including a strong understanding of their organization, culture, decision‑making processes, and regional dynamics.
Proven track record of building highly strategic, revenue‑generating partnerships and scaling multiple partners simultaneously across regions.
Experience co‑creating and commercializing joint solutions with systems integrators.
Strong understanding of Business Process Automation, enterprise platforms, and value‑based solution selling.
Demonstrated ability to navigate complex, multi‑stakeholder enterprise environments and long sales cycles.
Exceptional Spanish and English communication skills, with executive‑level presence and influence.
Highly driven, self‑starting leader with a strategic mindset, strong operational discipline, and a collaborative approach.
Based in Madrid, with willingness to travel across Iberia, LATAM, and globally as required.
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. 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.
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.
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. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
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