Job Description

Global Longtail Sales Specialist – Global Alliances & Channels

Accelerate pipeline expansion and catalyze partner-driven growth by orchestrating our ecosystem's sales lifecycle for our premier AI-Powered Process Automation platform.

Location: Chennai, India | Work Model: Onsite

About the Team

The Global Alliances and Channels team at Appian is a fast-paced, dynamic organization that plays an integral role in driving Appian's growth globally. We are passionate about driving digital transformation by bringing Appian solutions that provide the speed, agility, and efficiency needed for enterprises to compete and grow. Our team is dedicated to supporting an extraordinary global network, ensuring our partners are fully equipped to sell and deliver Enterprise-Grade Orchestration at scale.

The Opportunity

At Appian, our values of Intensity and Excellence define who we are. We set high standards, approach challenges with ambition, and hold ourselves accountable to achieve the best results. As a Global Longtail Sales Specialist, you will act as a primary growth engine for the foundational tiers of Appian’s global partner ecosystem. Moving beyond standard tracking, you will actively navigate the B2B sales cycle, ask critical qualifying questions, and bridge the gap between longtail partners and Field Sales to accelerate enterprise pipeline validation.

What You’ll Do

• Own the end-to-end longtail deal registration lifecycle, ensuring incoming opportunities are validated, monitored, and escalated quickly to maximize partner engagement and ensure accurate CRM attribution.

• Act as the primary sales conduit between partner deal submitters, Alliance Team Theater Leaders, and Appian Field Sales to accelerate cross-functional communication, streamline qualification, and drive deal progression.

• Equip longtail partners for market success by guiding them through Appian’s sales processes, provisioning entry-level enablement materials, and teaching them how to effectively position our core automation solutions.

• Conduct regular pipeline health checks on global longtail opportunities, proactively engaging partners to update sales stages, flag stalled cycles, and uncover potential expansion areas.

• Manage a high volume of global transactions and partner interactions simultaneously, converting data insights into structured pipeline movement.

Required Qualifications

• Bachelor's degree in Business Administration, Marketing, International Business, or a related field.

• 1-3+ years of experience in channel sales support, inside sales, partner success, or similar corporate B2B sales enablement roles

• Solid experience supporting a B2B sales cycle, with a clear understanding of opportunity qualification and the specific data points Account Executives require to validate a pipeline opportunity.

• Demonstrated experience navigating, updating, and maintaining enterprise CRM systems, with a strong proficiency in Salesforce.

• Exceptional verbal and written English communication skills, capable of interacting professionally with diverse global stakeholders across multiple time zones.

Preferred Qualifications

• Prior experience within a fast-growing software-as-a-service (SaaS) or enterprise software corporation.

• Strong pipeline management skills, with an aptitude for identifying trends and bottlenecks within an indirect sales model.

• 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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