Global Longtail Sales Specialist – Global Alliances & Channels

About the role

Accelerate pipeline expansion and drive partner‑driven growth by orchestrating the sales lifecycle for Appian’s AI‑Powered Process Automation platform. You will be the primary growth engine for the foundational tiers of Appian’s global partner ecosystem, bridging long‑tail partners and field sales to validate enterprise pipeline opportunities. This onsite role is based in Chennai, India.

Key responsibilities

• Own the end‑to‑end long‑tail deal registration lifecycle, validating, monitoring and escalating opportunities to maximize partner engagement and ensure accurate CRM attribution.
• Act as the primary sales conduit between partner deal submitters, Alliance Team leaders, and Appian Field Sales to accelerate cross‑functional communication and drive deal progression.
• Equip long‑tail partners for market success by guiding them through Appian’s sales processes, providing entry‑level enablement materials and teaching effective solution positioning.
• Conduct regular pipeline health checks on global long‑tail opportunities, proactively engaging partners to update sales stages, flag stalled cycles and uncover expansion areas.
• Manage a high volume of global transactions and partner interactions simultaneously, converting data insights into structured pipeline movement.

Required profile

• 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 B2B sales enablement roles.
• Solid experience supporting a B2B sales cycle with a clear understanding of opportunity qualification and the data points needed by Account Executives.
• Demonstrated experience navigating, updating and maintaining enterprise CRM systems, with strong proficiency in Salesforce.
• Exceptional verbal and written English communication skills for interacting with diverse global stakeholders across multiple time zones.

Required skills

• Salesforce
• ServiceNow