Enterprise Sales Executive

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 3030 10+ years of quota-carrying transformation and operations/Day 2/Managed Services sales experience 3030 Proven track record carrying a $5M+ quota, with demonstrated history of exceeding quota (top 10% of company) in prior roles 3030 Strong technical and relationship-based domain expertise in regulated industries such as Aerospace & Defense, Energy/Utilities, Oil & Gas, Industrial Manufacturing, Transportation, Telecommunications, or Pharmaceuticals 3030 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 3030 Proven track record identifying, engaging, sustaining, and closing large, complex annuity-based deals in excess of $5M TCV Key Responsibilities Revenue & Pipeline Ownership 3030 Drive new revenue at prospective and existing accounts, selling across the SAP consulting, migration, and managed services marketplace 3030 Own the entire account and opportunity sales cycle end-to-end, for both short- and long-term engagements 3030 Build and execute a predictable closing plan; negotiate and close complex managed services engagements at the executive level 3030 Maintain rigorous CRM hygiene and leverage automation for timely, accurate pipeline and sales-cycle management 3030 Qualify key clients and opportunities against a well-defined ICP Strategic Account Management 3030 Develop and maintain strategic account plans, Win Themes, political/relationship maps, and competitive landscaping for complex, multi-stakeholder engagements 3030 Operate with an account-focused sales approach rather than a transactional/opportunity-driven one 3030 Balance a long-term strategic sales vision with near-term revenue and profitability targets Positioning & Storytelling 3030 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 3030 Creatively construct value propositions customized to each client's specific goals, objectives, and constraints 3030 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 3030 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 3030 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 3030 Co-sell with SAP and hyperscaler alliance teams (AWS, Azure, Google Cloud) to align on current market differentiators, partner capabilities, and joint offerings 3030 Build and manage pipeline through a blend of self-sourced enterprise prospecting, partner-led (SAP/hyperscaler) co-sell opportunities, and Marketing-supported inbound 3030 Leverage AI tools (Claude, Gemini, Perplexity, etc.) to accelerate internal and external sales processes, deliverables, and value propositions 3030 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 3030 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 3030 Strong knowledge of SAP, Red Hat, AWS, Azure, Google Cloud, and ServiceNow 3030 Thrives with autonomy; operates with the highest level of integrity while thinking big and embracing ambiguity and challenges 3030 Excellent executive presence and negotiation skills in high-stakes, multi-stakeholder settings Base Salary $190,000-$210,000 USD Company Benefits* 3030 Medical/dental/vision - 100% paid for employees, 50% paid for dependents 3030 Life and disability - 100% paid for employees 3030 401K - 3% contribution, no employee contribution necessary 3030 Education and tuition reimbursement 3030 Accident, critical illness, hospital indemnity benefits offered through our providers 3030 Employee Assistance Program 3030 Legal assistance 3030 Paid Time Off - up to 6 weeks per year 3030 Sick Leave - up to 2 weeks per year 3030 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.