Partner Sales Director, UKI
$100,000–$175,000 year
On-siteLondon, England, United Kingdom
Job Summary
Define go-to-market rules, margin structures, and operational workflows to scale the reseller channel without conflict. Execute strategic deals with major global integrators and advisory firms while owning the partner revenue number for assigned UK partners. Identify and build new managed services with partners to sell into major enterprise accounts, acting as the primary liaison between Appian HQ and the UKI partner network. Manage a predictable pipeline of partner-contributed deals and facilitate joint account mapping sessions to develop opportunities in the competitive European enterprise market. Drive net-new revenue through existing global Advisory Firms and regional focus partners, shifting partnerships toward high-impact lead generation sources.
Required Qualifications
- Bachelor's degree in Business or related field
- 8+ years of relevant Alliances, Partner Sales, or Business Development experience within the UK enterprise software industry
- must have a deep understanding of the UK enterprise landscape
- Demonstrated 'builder' profile with the energy and enthusiasm to establish partnerships and revenue streams from scratch rather than being an 'order taker'
- Proven experience working with major global advisory firms and system integrators (e.g., Capgemini, TCS, Wipro, NTT Data, PWC)
- Deep understanding of the economic and cultural dynamics of doing business in the UK enterprise market
- Ability to independently manage alliances and drive strategic, proactive growth in a highly competitive market
- Strong experience in contract negotiations, joint value propositions, and complex revenue forecasting
- Working knowledge of solution selling methodology and practice
- Excellent written / verbal communication and presentation skills
- Confident, competitive, thorough, and tenacious attitude
- Excellent communication skills and the ability to fit into a high-energy, collaborative organizational culture
Desired Qualifications
- MBA is a plus
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