<div class="content-intro"><p><strong>Apiphani </strong>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! </p> <p><strong>Apiphani </strong>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. <strong>Apiphani</strong> 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 <u>you</u> can bring to the table. </p></div><p>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. </p> <h1><strong>Enterprise-Specific Requirements</strong></h1> <ul> <li>10+ years of quota-carrying transformation and operations/Day 2/Managed Services sales experience</li> <li>Proven track record carrying a $5M+ quota, with demonstrated history of exceeding quota (top 10% of company) in prior roles</li> <li>Strong technical and relationship-based domain expertise in regulated industries such as Aerospace & Defense, Energy/Utilities, Oil & Gas, Industrial Manufacturing, Transportation, Telecommunications, or Pharmaceuticals</li> <li>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</li> <li>Proven track record identifying, engaging, sustaining, and closing large, complex annuity-based deals in excess of $5M TCV</li> </ul> <h1><strong>Key Responsibilities</strong></h1> <p><strong>Revenue & Pipeline Ownership</strong></p> <ul> <li>Drive new revenue at prospective and existing accounts, selling across the SAP consulting, migration, and managed services marketplace</li> <li>Own the entire account and opportunity sales cycle end-to-end, for both short- and long-term engagements</li> <li>Build and execute a predictable closing plan; negotiate and close complex managed services engagements at the executive level</li> <li>Maintain rigorous CRM hygiene and leverage automation for timely, accurate pipeline and sales-cycle management</li> <li>Qualify key clients and opportunities against a well-defined ICP</li> </ul> <p><strong>Strategic Account Management</strong></p> <ul> <li>Develop and maintain strategic account plans, Win Themes, political/relationship maps, and competitive landscaping for complex, multi-stakeholder engagements</li> <li>Operate with an account-focused sales approach rather than a transactional/opportunity-driven one</li> <li>Balance a long-term strategic sales vision with near-term revenue and profitability targets</li> </ul> <p><strong>Positioning & Storytelling</strong></p> <ul> <li>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</li> <li>Creatively construct value propositions customized to each client's specific goals, objectives, and constraints</li> <li>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</li> <li>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</li> <li>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</li> </ul> <p><strong>Cross-Functional Collaboration & Ecosystem</strong></p> <ul> <li>Co-sell with SAP and hyperscaler alliance teams (AWS, Azure, Google Cloud) to align on current market differentiators, partner capabilities, and joint offerings</li> <li>Build and manage pipeline through a blend of self-sourced enterprise prospecting, partner-led (SAP/hyperscaler) co-sell opportunities, and Marketing-supported inbound</li> <li>Leverage AI tools (Claude, Gemini, Perplexity, etc.) to accelerate internal and external sales processe