Global Longtail Sales Specialist – Global Alliances & Channels

Overview

Act as a primary growth engine for the foundational tiers of Appian's global partner ecosystem, navigating the B2B sales cycle to validate longtail partner pipeline and accelerate enterprise deal progression.

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 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.

What you'll need

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

Nice to have

• 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.
• Experience with enterprise platforms such as Salesforce or ServiceNow.

Details

• Location: Chennai, India.
• Work model: Onsite.