Sobre esta vaga de Territory Sales Executive, AI-Led Managed Services na apiphani
Apiphani is a technology-enabled managed services company dedicated to redefining what it means to support mission-critical enterprise workloads. We’re a small but rapidly growing company, which means there’s lots of room for growth and learning opportunities abound!
Apiphani is dedicated to creating a diverse and inclusive work environment for all as a fundamental component of our business. Diversity and inclusion are the bedrock of creativity and innovation. Without diversity of experience and thought, we would fail to progress as a company and as a team. Apiphani strives to foster an environment of belonging, where every employee feels respected, valued, and empowered. We embrace the unique experiences, perspective, and cultural background, which only you can bring to the table.
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.
Enterprise-Specific 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
Revenue & Pipeline Ownership
- 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
Strategic Account Management
- 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
Positioning & Storytelling
- 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
Cross-Functional Collaboration & Ecosystem
- 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
Qualifications & Skills
- 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
Company 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
*Benefits listed in the job description apply to employees working in the United States. For international employees, Apiphani partners with an Employer of Record, Deel, and provides all statutory benefits required under local law; certain U.S.-specific programs (such as EAP, legal assistance, etc.) may not be available outside the United States. The specific benefits package will be outlined in the local employment agreement issued through Deel.
