Territory Sales Executive, AI-Led Managed Services

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

📋 Description

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

• Manage the complete account and opportunity sales cycle from start to finish for both short- and long-term engagements.

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

• Ensure meticulous CRM management and utilize automation for effective pipeline and sales-cycle oversight.

• Evaluate clients and opportunities according to a defined Ideal Customer Profile (ICP).

• Create strategic account plans, Win Themes, political/relationship maps, and competitive analyses.

• Employ an account-centric sales technique, aligning long-term strategies with immediate revenue and profitability goals.

• Convert customer business and technology challenges into migration and agentic-led managed services opportunities through consultative and solution-selling techniques.

• Develop tailored value propositions and business cases.

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

• Design integrated migration-and-Day-2 engagements and stand-alone migration agreements that evolve into sustained managed-services partnerships.

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

• Generate pipeline through self-sourced prospecting, partner-led collaborations, and Marketing-supported inbound strategies.

• Utilize AI tools such as Claude, Gemini, and Perplexity to enhance sales processes, deliverables, and value propositions.

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

• Report directly to the VP of Sales, Steve Winslow.

⛳️ Requirements

• Over 10 years of experience in quota-carrying transformation and operations/Day 2/Managed Services sales.

• Demonstrated success in managing a $5M+ quota and consistently exceeding targets, ranking in the top 10% of the company 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.

• Proven ability to identify, engage, and oversee strategic accounts typically with $5B+ in annual revenue on a national scale.

• Experience navigating diverse buying groups, intricate political landscapes, decentralized purchasing processes, lengthy sales cycles, and multi-year contract frameworks.

• Track record of identifying, engaging, maintaining, and closing large, intricate annuity deals exceeding $5M Total Contract Value (TCV).

• Proficient technical knowledge in SAP ECC-to-S/4HANA migration concepts, Day 2 managed services, and applied AI/automation.

• Comprehensive understanding of SAP, Red Hat, AWS, Azure, Google Cloud, and ServiceNow.

• Exceptional executive presence and negotiation abilities in high-stakes, multi-stakeholder environments.

• Capacity to excel with independence, act with integrity, think innovatively, and embrace ambiguity and challenges.

• Willingness to travel 30-50% of the time.

🏝️ Benefits

• Medical, dental, and vision coverage - 100% paid for employees, 50% covered for dependents.

• Life and disability insurance - 100% covered for employees.

• 401K plan with a 3% employer contribution, no employee contribution required.

• Education and tuition reimbursement assistance.

• Accident, critical illness, and hospital indemnity benefits provided through our vendors.

• Employee Assistance Program available.

• Legal assistance services.

• Paid Time Off - up to 6 weeks annually.

• Sick Leave - up to 2 weeks each year.

• Parental Leave - up to 12 weeks.

• International employees receive statutory benefits mandated by local law through an Employer of Record; specific benefits are detailed in the local employment agreement.