Senior Sales Enablement Manager (partners & Channels)

Senior Sales Enablement Manager (Partners & Channels)

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.

We're seeking a Sr. Sales Enablement Manager – Partners & Channels to drive the success of Appian's partner ecosystem. This role goes beyond content creation, it's about building scalable, repeatable programs that equip partners to position, sell, and deliver Appian in complex enterprise sales cycles, leading with value and powered by AI-driven enablement.

As a Senior Sales Enablement Manager – Partners & Channels, you will lead GTM partner enablement programs that equip partners, resellers, service providers, and distributors to drive revenue with Appian. Working with the overall partner enablement leader in the alliances organization, you'll design scalable sales certification and training programs, sales plays, and co-sell frameworks that blend traditional and non-traditional enablement content (playbooks, battlecards, value frameworks) with partner-specific go-to-market execution.

What You'll Do:

• Design and execute partner onboarding, role-based training, and sales/pre-sales certification programs.
• Build partner-facing sales plays, playbooks, use cases, and battlecards tailored to enterprise buyers.
• Enable partners to qualify opportunities and position Appian within complex enterprise sales cycles.
• Teach partners to lead with value, framing business outcomes, ROI, and mission impact.
• Develop co-sell toolkits, joint value propositions, and co-branded materials with Partner Marketing.
• Drive adoption of PRM, Seismic, and LMS platforms; operationalize AI insights to measure partner performance.
• Define program KPIs such as partner ramp time, pipeline influence, certification coverage, and win rates.
• Work with Alliances leadership, Sales, Solution Sales, and Product Marketing to ensure alignment.

What You'll Bring:

• Bachelor's degree in a relevant field (e.g., Business Administration, Marketing, Education, Technology).

• 7+ years in SaaS or PaaS enablement, partner enablement, or enterprise sales.

• Demonstrated success leading global partner GTM enablement programs with measurable impact on partner revenue contribution.
• Deep knowledge of partner business models and economics (tiers, incentives, MDF, deal reg).
• Strong expertise in traditional enablement content (sales plays, playbooks, battlecards, competitive positioning) and new alternative models with AI.
• Hands-on with PRM systems, Seismic, SFDC, Clari/Gong, and AI tools.
• Strong facilitation skills; credible with partner sales leaders and the overall partner enablement efforts in partner operations.

Nice to Have:

• Experience with low-code/automation platforms or enterprise SaaS/PaaS delivery via partners.
• Hyperscaler marketplace/co-sell exposure (e.g., AWS, Microsoft, Google) and private offers.
• Prior work aligning enablement with partner agreements, ROE, and conflict resolution.