Principal Solutions Consultant

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.

Principal Solutions Consultant

Redefine what it means to be a technical advisor by architecting mission-critical cloud solutions that power our nation's most vital public sector agencies.

Location: McLean, Virginia, USA | Work Model: Onsite at Appian Headquarters

Note: In accordance with Appian's McLean headquarters policy for this search profile, this position is full-time on-site.

About the Team

The Solutions Consulting organization at Appian sits at the vital center of our global commercial engine, bridging the gap between sophisticated enterprise business needs and cutting-edge platform capabilities to secure the technical win. Our mission is to prove the undeniable value of Appian’s platform within the AI-Powered Process Automation market, driving customer acquisition and fueling corporate growth. Under our SC 2.0 operating model, our consultants don't just demo features—they tell compelling stories, co-create solutions with customers, and help shape strategy with technical credibility and business insight.

The Opportunity

Ready to take your career to the next level alongside the smartest, most creative people in the tech industry? As a Principal Solutions Consultant, you will step into a highly visible, strategic role serving as the trusted advisor for federal agencies, partners, sales leadership, and product teams. This is a game-changing opportunity to own account strategy and technical orchestration for strategic opportunities, translating intricate agency requirements directly into groundbreaking technical solutions that fuel our next stage of hyper-growth within our Enterprise-Grade Orchestration ecosystem.

What You’ll Do

• Own Account Strategy: Own the technical strategy for strategic accounts and complex sales campaigns, acting as a true co-seller with Account Executives sharing accountability for pipeline health and revenue contribution.

• Facilitate Executive Workshops: Lead customer roadmap sessions, transformation workshops, and executive visioning discussions to connect customer objectives to Appian capabilities.

• Architect Custom Solutions: Lead the scoping, design, and delivery of high-quality, custom technical Proof of Concepts (POCs) and Proof of Values (POVs) with executive sponsorship and clear success criteria.

• Navigate Complex Landscapes: Understand customer IT landscapes including ERP, CRM, data, workflow, AI, partner solutions, and modern web or enterprise development systems to integrate Appian into complex enterprise environments.

• Own Technical Validation: Direct the technical response and functional strategy required to respond to complex functional and technical elements of RFIs, RFPs, security reviews, and architecture discussions.

• Influence Product Roadmap: Convey real-world customer requirements directly to core Product Management teams, actively serving as a vital feedback loop to influence Appian's long-term product roadmap.

• Scale & Mentor: Coach peers, lead field enablement sessions, and contribute strategic reusable assets, blueprints, and customer success stories to scale best practices.

Required Qualifications

• Education: Minimum of a Bachelor’s or Master’s degree in Computer Science, Engineering, Information Systems, Information Technology, Business Information Technology, or a related technical or business field.

• Experience: 8+ years of successful experience as a Pre-Sales Engineer, Solutions Consultant, or related enterprise software pre-sales professional, OR 10+ years in a client-facing Professional Services or technical consulting role heavily involved in enterprise sales scenarios.

• Technical Depth: Recent hands-on programming experience or technical fluency within modern development environments using languages such as Java, JavaScript, Python, C#, or C++, alongside database proficiency (SQL, HTML, XML).

• Communication & Leadership: Exceptional communication and influencing skills with a proven ability to conduct deep discovery, analyze requirements, present to executives, and engage C-level audiences.

• Travel: Willingness to travel up to 50% to customer locations throughout the assigned region.

Preferred Qualifications

• Prior experience selling into the Federal or Public Sector landscape with an emphasis on Application Development Platforms, AI-enabled automation, or Case Management frameworks.

• Experience contributing reusable demos, technical assets, enablement content, or industry points of view.

• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

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The base salary range per provided 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. 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.

Base Salary Range

$175,000—$265,000 USD

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.

Benefits

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.

About Appian

Appian provides AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations. For more information, visit appian.com.

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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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