Principal Solutions Consultant

Here at Appian, our core values of Excellence and Intensity define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

As a Principal Solution Consultant, you won't just deliver demos-you will architect strategy, shape market perception, and secure Appian's most complex and transformational deals. You will be recognized as a thought leader inside and outside of Appian, mentoring peers, driving reusable assets, and advising executives on how to achieve transformative outcomes with Appian's platform.

SC 2.0 is the engine powering our vision. Appian's Solutions Consulting team is in the midst of an exciting transformation-redefining what it means to be a trusted advisor in today's fast-paced, mission-driven environment. Our SCs don't just demo features-they tell stories, co-create with customers, and help shape strategy with technical credibility and business insight. Read More About SC 2.0 Here

You can listen to our Global SC leader, Gregg Aldana discuss SC 2.0 here

This is the pinnacle role for Solution Consultants at Appian-ideal for those ready to operate as enterprise strategists, deal orchestrators, and platform evangelists.

What you'll be doing:

As a Principal Solution Consultant, you will:

• Orchestrate Enterprise Growth Plan (EGP) & Complex Deals

• Lead technical strategy and value realization for Appian's largest, multi-million-dollar agreements, including Enterprise Growth Plans.

• Coordinate across multiple resources-Product, Services, Partners, Executives-to ensure alignment, mitigate risk, and secure technical wins in our most critical opportunities.

• Operate as the deal architect, ensuring that every complex pursuit is anchored in ROI, business outcomes, and a long-term adoption roadmap.

• Drive Customer Strategy & Executive Engagement

• Serve as a trusted advisor to C-suite leaders, shaping problem statements, building business cases, and securing executive sponsorship.

• Lead executive workshops, visioning sessions, and industry POV briefings that position Appian as the strategic partner for enterprise transformation.

• Anchor Value Through Storytelling & Innovation

• Deliver persona-driven, outcome-based demos that consistently tie to quantified business impact.

• Innovate with AI, Data Fabric, and Process HQ, creating advanced solution narratives that differentiate Appian in competitive evaluations.

• Scale Impact Across Regions & Verticals

• Influence multiple AEs and verticals, co-owning account and territory strategies.

• Drive reuse and scalability by contributing to DemoHub, Story Library, and industry playbooks.

• Thought Leadership & Market Influence

• Publish original points of view, industry frameworks, or enablement content that elevates Appian's visibility.

• Speak at conferences, webinars, and executive events to amplify the Appian brand.

• Mentorship & Enablement

• Mentor SCs across regions and develop enablement programs for complex deal pursuit.

• Share best practices in EGP orchestration, storytelling, and executive engagement, raising the performance bar across the SC community.

• Pipeline Ownership & Quota Accountability

• Co-own pipeline coverage and technical wins with AEs, ensuring ≥70% technical win rates across top opportunities.

• Contribute directly to pipeline sourcing and whitespace expansion through strategic plays, executive influence, and EGP adoption frameworks.

What We're Looking For

• Experience & Track Record

• 8-10+ years in Solutions Consulting, Pre-Sales, or Strategic Consulting roles with direct enterprise customer engagement.

• Proven ability to secure technical wins in complex, enterprise-wide agreements, including unlimited-licensing or consumption-based models (e.g., Enterprise Growth Plans).

• Track record of coordinating multi-disciplinary resources to achieve outcomes in high-stakes, competitive environments.

• Technical & Domain Mastery

• Deep fluency with enterprise platforms (low-code, BPM, automation, AI, integration) and adjacent ecosystems (ERP, Guidewire, SAP, EPIC, etc.).

• Recognized domain expertise in one or more industries (Financial Services, Insurance, Healthcare, Public Sector, etc.), with published or public thought leadership a plus.

• Storytelling & Strategic Communication

• Mastery in executive storytelling-building narratives that connect Appian's platform to board-level priorities and ROI.

Exceptional written and verbal communication, with the ability to lead executive and board-level conversations.

• Leadership Without Title

• Evidence of scaling impact across AEs, verticals, and regions.

Ability to shape market perception, product direction, and customer trust through thought leadership and deal orchestration.

Basic Qualifications

• Bachelor's or Master's degree in Information Systems, Computer Science, Engineering, or related field.
• 8+ years in pre-sales or consulting, including 3+ years working on enterprise-level, multi-million-dollar pursuits.
• Proficiency in modern programming or integration languages (Java, Python, JavaScript, SQL, etc.) and cloud technologies.
• Up to 50% travel to customer locations across the assigned region.