Partner Sales Director - Italy

About the role

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 Director, Italy 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 Global Alliances & Channels team at Appian plays a critical role in accelerating our global growth. We are seeking a Partner Director to lead and own Appian's strategic partnerships in Italy, one of our most important Global System Integrators. This is a high-impact, senior leadership role with global accountability and a primary focus on accelerating growth across South EMEA This individual will serve as the single-threaded owner of the Indra relationship 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 one of Appian's most strategic global partnerships, with the mandate to shape joint strategy, accelerate growth, and build a scalable, long-term business with Indra. Your impact will be visible, measurable, and critical to Appian's success in South EMEA In this role, you will: Own and lead the global strategic relationship with local partners, acting as Appian's executive partner to our partner's senior leadership. Drive partner-sourced and partner-influenced pipeline and revenue growth, with a strong emphasis on Italy Orchestrate tight alignment between Appian's field sales leadership and the partner's 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 Indra's 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 partner portfolio. Evangelize Appian's value proposition within Indra to build sustained executive mindshare and long-term commitment. Serve as a trusted advisor to Appian Partners, providing insight into strategy, operating model, 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 Indra, including a strong understanding of their organization, culture, decision-making processes, and regional dynamics. Proven track record of building highly strategic, revenue-generating GSI partnerships and scaling them 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 Milan, with willingness to travel across South EMEA 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. Communi

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