About Apiphani

Apiphani is a managed intelligence provider for complex SAP estates. The company manages SAP environments for enterprises in all industries, with a specialty in compliance-heavy regulated industries, such as aerospace and defense, oil and gas, utilities, industrial manufacturing, and ITAR manufacturing. Apiphani combines its proprietary, agentic-AI driven managed operations platform, Luumen, with a highly skilled operations team to deliver superior human-in-the-loop performance and stability for its customers. Apiphani is backed by Insight Partners, a premier private equity partner to high-tech companies.

Role summary

Apiphani is seeking a senior, revenue-accountable leader to sell its managed intelligence capability to global systems integrators (GSIs) and global managed service providers (MSPs) delivering professional and/or managed services to customers running large SAP estates. The ideal customer is looking for additional managed services capacity, wants to lower costs and increase margin, is looking to decrease time-to-market for AI-driven managed operations solutions – including AI agents - lacks the experience or compliance requirements needed to manage companies in regulated industries in the United States.

In this model, the service provider is the customer and apiphani manages a portfolio of SAP customers under the provider's brand. A single agreement of this type can encompass a dozen or more enterprise accounts and generate  multi-year recurring revenue. This role identifies ideal customers in the GSI and global MSP space, develops executive relationships, positions apiphani’s managed operations value, structures the commercial arrangement, and closes the agreement.

The successful candidate will bring established senior relationships within GSIs or global MSPs, has over a decade of experience in revenue-producing functions – including with alliance partnerships – has a documented record of quota attainment and deep experience driving complex sales to a win.

Job scope and supervision

Individual contributor role reporting to the Vice President, Alliance Partnerships. The role carries a revenue quota and works closely with Sales, Solution Engineering, Delivery and Contracts functions.

Duties and responsibilities

• Market Development: Identify and prioritize GSIs and Global MSPs whose enterprise customer base includes regulated industries and whose general or regulated SAP operations capability or capacity is insufficient to serve it.
• Executive Relationship Development: Establish and maintain relationships with the executives who own managed operations, as well as alliance executives, CFOs, and the AEs for regulated accounts.
• Qualification: Evaluate prospective providers against apiphani's partner fit standard, including the nature and scale of the capability gap, the economics for both parties, executive sponsorship, and the provider's ability to transition accounts to a sub-contractor.
• Revenue Ownership: Achieve and exceed an assigned revenue quota through executed agreements.
• Commercial Structuring: Lead negotiation of white-label, subcontract, and embedded service agreements, including account commitments, pricing/margin structure, service levels, exclusivity scope, and protection of apiphani intellectual property, in coordination with the VP of Alliance Partnerships.
• Solution Positioning: Position Apiphani's managed intelligence capability to chief technical and delivery stakeholders within the provider, drawing on Solution Engineering and Product for technical validation.
• Transition and Governance: Transition executed agreements to partner management for onboarding and expansion as appropriate.
• Delivery Alignment: Confirm with Delivery that onboarding capacity exists to support committed account volumes prior to execution.
• Market Intelligence: Monitor competitive activity, provider strategy, and demand trends in SAP managed operations and regulated industries, and inform Apiphani's offering, pricing, and roadmap decisions accordingly.

What is sold in this role

Required experience and qualifications

• Bachelor's degree.
• 12+ years’ experience working with (or for) global systems integrators or global MSPs in a revenue-producing function (such as enterprise sales, channel sales, alliance management) with a documented record of quota attainment.
• Established senior relationships with decision makers at GSIs or global MSPs
• Clear understanding of the managed services provider (MSP) industry, including MSP economics: P&L, delivery margin, utilization, and subcontract commercial structures
• Demonstrated experience selling managed services – or adjacent technology - or experience establishing a commercial arrangement with a GSI or global MSP.
• Demonstrated experience closing complex, long-cycle agreements, including commercial negotiation with large enterprise organizations.
• Familiarity with SAP and the general business value of its core offerings, sufficient to engage credibly with a provider's delivery leadership
• Ability to travel as needed (up to 40%).

Desirable experience

• Experience selling technology or professional services to – or managing partnerships with – companies within regulated industries, such as aerospace & defense, energy, ITAR manufacturing, etc.
• European and/or South American market experience.

Compensation

• This position is compensated as follows: 60% base salary with up to 40% variable compensation based on quota achievement.
• Base salary range: $175,000 – $225,000 commensurate with experience.

Hours, travel, and location

• Full-time, remote within the United States.
• Travel up to 40% to potential partner locations.