Enterprise Sales Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive new revenue for both prospective and existing accounts in SAP consulting, migration, and managed services.

• Take ownership of the entire account and opportunity sales cycle for both short- and long-term engagements.

• Develop and implement effective closing strategies; negotiate and finalize complex managed services contracts at the executive level.

• Ensure CRM accuracy and utilize automation tools for effective pipeline and sales-cycle management.

• Assess clients and opportunities against a clearly defined Ideal Customer Profile (ICP).

• Create strategic account plans, establish Win Themes, build political and relationship maps, and conduct competitive analysis.

• Balance a long-term strategic sales vision with immediate revenue and profitability goals.

• Convert customer business and technology challenges into migration and agentic-driven managed services opportunities.

• Develop tailored value propositions and compelling business cases.

• Shift managed-services discussions to focus on platform-driven, agentic AI sales utilizing Apiphani’s Luumen AI engine.

• Design migration and Day-2 engagements that evolve into sustainable managed-services partnerships.

• Collaborate with SAP and hyperscaler alliance teams, including AWS, Azure, and Google Cloud.

• Build a sales pipeline through self-sourced prospecting, partner-led collaborations, and marketing-supported inbound leads.

• Utilize AI tools such as Claude, Gemini, and Perplexity effectively.

• Employ account intelligence platforms like Draup and ZoomInfo to formulate strategic account plans.

• Report directly to VP of Sales, Steve Winslow.

• Willingness to travel 30–50%.

⛳️ Requirements

• Minimum of 10 years in quota-carrying transformation and operations, including Day 2 and Managed Services sales experience.

• Demonstrated success in managing a $5M+ quota, consistently exceeding targets, and ranking among the top 10% within the organization in previous roles.

• Strong technical and relationship-based expertise in regulated sectors such as Aerospace & Defense, Energy/Utilities, Oil & Gas, Industrial Manufacturing, Transportation, Telecommunications, or Pharmaceuticals.

• Capability to identify, engage, and oversee strategic accounts with annual revenues typically exceeding $5B on a national scale.

• Experience in navigating multiple buying groups, intricate political dynamics, decentralized purchasing processes, extended sales cycles, and multi-year contract frameworks.

• Documented history of closing substantial, complex annuity-based deals with total contract values exceeding $5M.

• Working knowledge of SAP ECC-to-S/4HANA migration, Day 2 managed services, and applied AI/automation.

• In-depth familiarity with SAP, Red Hat, AWS, Azure, Google Cloud, and ServiceNow.

• Exceptional executive presence and negotiation capabilities in high-stakes environments involving multiple stakeholders.

• Ability to work independently with integrity while embracing ambiguity and challenges.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage - fully paid for employees, 50% coverage for dependents.

• Life and disability insurance - fully covered for employees.

• 401K plan with a 3% contribution from the employer, with no contribution required from employees.

• Education and tuition reimbursement opportunities.

• Accident, critical illness, and hospital indemnity benefits available through our providers.

• Employee Assistance Program provided.

• Access to legal assistance services.

• Paid Time Off totaling up to 6 weeks annually.

• Sick Leave available for up to 2 weeks annually.

• Parental Leave offering up to 12 weeks.

• For international employees, statutory benefits as mandated by local law through an Employer of Record; specific benefits detailed in the local employment agreement.