Sam Carlisle

Observer
DISC Type : ci

Regional Vice President of Sales - US East at Appian

Boston, Massachusetts, United States

Overview

Sam Carlisle is a senior technology sales leader at Appian, focused on driving revenue growth and digital transformation for enterprise clients. His career features leadership roles at AWS, Oracle, and IBM, with deep expertise in cloud adoption and go-to-market strategies. He holds a BS from Babson College.

He possesses an Oracle Cloud Infrastructure Foundations 2020 Certified Associate certification.

Personality Overview

Assertive

Value Driven

Curious

They are generally strong communicators and are not easy to convince.  They often ask many questions and rely heavily on information and documentation. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Enterprise GTM Strategy
At AWS, he developed and executed comprehensive go-to-market strategies for ISV segments and the Canadian market to ensure effective market penetration and growth.
Cloud Adoption
His background at AWS and Oracle is centered on cloud, SaaS, PaaS, and IaaS, managing migrations and modernization for the largest enterprise clients.
Strategic Client Growth
As GVP at Oracle, he managed the organization for the largest retail, healthcare, and CPG clients, redefining customer relationships and engagement models.

Media Appearances

Sam has no verified media appearances

Work History

8-2025
Regional Vice President of Sales - US East at Appian
5-2024 - 8-2025
North America GTM Leader for Enterprise Applications Migrate & Modernize (EAMM) at Amazon Web Services (AWS)
9-2022 - 10-2024
Head of Americas Sales, AWS WWSO Applications at Amazon Web Services (AWS)
5-2018 - 9-2022
GVP, Strategic Clients at Oracle
8-2015 - 5-2018
Director, Watson Sales, North America at IBM

Education

9-1994 - 5-1998
BS from Babson College
1991 - 1994
Education details unavailable from Exeter Area High School

More Information

Social Presence :

Prographics :

Exp : 15 Location : Boston, Massachusetts, United States Job Level : Senior Designation : Regional Vice President of Sales - US East at Appian
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Insights For Selling To Sam

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Be prepared for a lot of questions, answer them objectively
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sam is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Sam

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Sam move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Sam take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Sam

Personality Compatibility


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