Enterprise Sales Executive

apiphani•Boston, MA

2d•Hybrid

About The Position

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.

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
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

Responsibilities

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
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
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
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

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