Jim Lenihan

Sharpshooter
DISC Type : DC

Partner Sales Director at Appian

Washington DC-Baltimore Area, United States

Overview

Jim Lenihan is a Partner Sales Director at Appian, leveraging his extensive experience in building strategic alliances from his time at PwC, where he was the SAP Alliance Director. He is a results-oriented sales leader focused on driving growth through partnerships. He holds an MBA from American Universitys Kogod School of Business.

Based on his professional history in the Washington D. C. area, he likely follows local sports. His education at American University and Georgetown suggests a possible connection to their collegiate teams, providing an easy topic for casual conversation.

He has a keen focus on the intersection of generative AI with SAP solutions to drive business transformation.

Personality Overview

Rigorous & Demanding

Precise But Practical

Thorough Evaluator

They put a lot of effort into ensuring personal success.  They respond well to strong and respectful communication. They are less concerned about the product and more about its potential impact.

Topics They Care About

Generative AI & SAP
He actively shares content on how organizations can unlock the transformative potential of generative AI for SAP solutions.
Strategic Alliances
His career at PwC and his current role at Appian are centered on creating and managing high-value partnerships and alliance-driven sales.
Cloud & AI Transformation
He shows interest in how top companies are leveraging AI and cloud technologies to gain a competitive edge and drive industry change.

Media Appearances

Jim has no verified media appearances

Work History

2025
Partner Sales Director at Appian
2022 - 2025
SAP Alliance Director at PwC
2017 - 2022
Customer Relationship Executive at PwC
2015 - 2017
Chief of Staff at PwC
2012 - 2015
Senior Manager, Client Strategy at PwC

Education

9-2000 - 6-2004
Education details unavailable from Georgetown University
2009 - 2011
Master of Business Administration (MBA) from American University - Kogod School of Business

More Information

Social Presence :

Prographics :

Exp : 14 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Partner Sales Director at Appian
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Get to the point quickly instead of spending time doing small talk
  • Speak about competitive differentiation that your product offers

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Avoid being a storyteller and don’t try to oversell
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Jim

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • If convinced, they can reach decisions quite fast.
  • Can Jim take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Jim

Personality Compatibility


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