[Hiring] Territory Sales Executive @apiphani

Role Description

The Enterprise Sales Executive is a quota-carrying, national-coverage role responsible for driving new revenue within a focused set of strategic, industry-aligned accounts organizations typically representing $5B+ in annual company revenue. This role owns the full account and opportunity lifecycle, from strategic account planning through executive-level negotiation and close, across SAP consulting, migration, and Day 2/managed services engagements. The ideal candidate is a consultative, quota-proven seller who can navigate highly complex, politically decentralized buying groups and reposition legacy managed-services conversations as agentic AI-enabled transformation. This role requires 30-50% travel and reports into our VP of Sales, Steve Winslow.

Qualifications

• Working technical fluency in SAP ECC-to-S/4HANA migration concepts, Day 2 managed services, and applied AI/automation — sufficient to engage IT and enterprise architecture stakeholders as a credible technical counterpart
• Strong knowledge of SAP, Red Hat, AWS, Azure, Google Cloud, and ServiceNow
• Thrives with autonomy; operates with the highest level of integrity while thinking big and embracing ambiguity and challenges
• Excellent executive presence and negotiation skills in high-stakes, multi-stakeholder settings

Requirements

• 10+ years of quota-carrying transformation and operations/Day 2/Managed Services sales experience
• Proven track record carrying a $5M+ quota, with demonstrated history of exceeding quota (top 10% of company) in prior roles
• Strong technical and relationship-based domain expertise in regulated industries such as Aerospace & Defense, Energy/Utilities, Oil & Gas, Industrial Manufacturing, Transportation, Telecommunications, or Pharmaceuticals
• Demonstrated ability to target, engage, and manage a focused set of industry-oriented strategic accounts (typically $5B+ in annual revenue) on a national basis — navigating multiple buying groups, highly complex political maps, decentralized buying motions, long sales cycles, and multi-year contract structures
• Proven track record identifying, engaging, sustaining, and closing large, complex annuity-based deals in excess of $5M TCV

Key Responsibilities

• Drive new revenue at prospective and existing accounts, selling across the SAP consulting, migration, and managed services marketplace
• Own the entire account and opportunity sales cycle end-to-end, for both short- and long-term engagements
• Build and execute a predictable closing plan; negotiate and close complex managed services engagements at the executive level
• Maintain rigorous CRM hygiene and leverage automation for timely, accurate pipeline and sales-cycle management
• Qualify key clients and opportunities against a well-defined ICP
• Develop and maintain strategic account plans, Win Themes, political/relationship maps, and competitive landscaping for complex, multi-stakeholder engagements
• Operate with an account-focused sales approach rather than a transactional/opportunity-driven one
• Balance a long-term strategic sales vision with near-term revenue and profitability targets
• Act as a natural storyteller, translating a customer's critical business and technology issues into profitable migration and agentic-led managed services opportunities using a consultative/solution-selling methodology
• Creatively construct value propositions customized to each client's specific goals, objectives, and constraints
• Reposition traditional managed-services conversations as platform-led, agentic AI sales — articulating how Apiphani's proprietary AI engine, Luumen, captures existing ECC processes and carries institutional knowledge into the Day 2 S/4HANA environment
• Build business cases grounded in future-state efficiency and knowledge continuity, appropriate to selling an emerging solution category, rather than point-in-time cost comparisons
• Structure both combined migration-and-Day-2 engagements and standalone migration deals designed to convert into long-term managed-services relationships via an embedded AI-driven capability
• Co-sell with SAP and hyperscaler alliance teams (AWS, Azure, Google Cloud) to align on current market differentiators, partner capabilities, and joint offerings
• Build and manage pipeline through a blend of self-sourced enterprise prospecting, partner-led (SAP/hyperscaler) co-sell opportunities, and Marketing-supported inbound
• Leverage AI tools (Claude, Gemini, Perplexity, etc.) to accelerate internal and external sales processes, deliverables, and value propositions
• Use account intelligence platforms (Draup, ZoomInfo, etc.) to understand key account initiatives, constraints, and core strategies, and convert that intelligence into strategic account plans

Benefits

• Medical/dental/vision - 100% paid for employees, 50% paid for dependents
• Life and disability - 100% paid for employees
• 401K - 3% contribution, no employee contribution necessary
• Education and tuition reimbursement
• Accident, critical illness, hospital indemnity benefits offered through our providers
• Employee Assistance Program
• Legal assistance
• Paid Time Off - up to 6 weeks per year
• Sick Leave - up to 2 weeks per year
• Parental Leave - up to 12 weeks