Position Summary

The Territory Sales Executive is a quota-carrying, geographic-territory role responsible for driving new revenue across a defined regional territory of ICP-aligned target accounts within Apiphani's core vertical markets. This role owns the full account and opportunity lifecycle, from account planning through negotiation and close, across SAP consulting, migration, and Day 2/managed services engagements. The ideal candidate is a consultative, quota-proven seller who can efficiently cover a broad territory of accounts across multiple verticals and reposition legacy managed-services conversations as agentic AI-enabled transformation.

Requirements

• 5+ years of quota-carrying transformation and operations/Day 2/Managed Services sales experience
• Proven track record carrying a $3M quota, with demonstrated history of exceeding quota (top 10–20% of company) in prior roles
• Strong SAP domain expertise (both technical and relationships) in regulated industries such as Energy/Utilities, Oil & Gas, Transportation, Industrial Manufacturing, Aerospace & Defense, Telecommunications, Pharmaceuticals
• Demonstrated ability to target, engage, and manage a geographic territory of ICP-aligned targets focused on our core vertical markets
• Proven track record identifying, engaging, sustaining, and closing large, complex annuity-based deals in excess of $3M TCV

Key Responsibilities

Revenue & Pipeline Ownership

• Drive new revenue at prospective and existing accounts within an assigned territory, 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
• Maintain rigorous CRM hygiene and leverage automation for timely, accurate pipeline and sales-cycle management
• Qualify key clients and opportunities across the territory against a well-defined ICP

Territory & Account Management

• Develop and maintain account plans, Win Themes, relationship maps, and competitive landscaping across a portfolio of ICP-aligned accounts within the assigned territory
• Operate with an account-focused sales approach rather than a transactional/opportunity-driven one
• Balance efficient coverage of a broad territory with a longer-term account growth vision, while meeting near-term revenue and profitability targets

Positioning & Storytelling

• 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

Cross-Functional Collaboration

• Work closely with Apiphani Alliances and Marketing to align on current market differentiators, partner capabilities, and offerings, and to drive exponential revenue growth
• 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

Qualifications & Skills

• Working technical fluency in SAP ECC-to-S/4HANA migration concepts, Day 2 managed services, and applied AI/automation — sufficient to engage IT and business 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
• Strong territory-management discipline: ability to prioritize a volume of ICP-aligned accounts and manage a full, active pipeline across the region

Role Details / Logistics

• Location / Work Model: Remote, based within assigned regional territory
• Travel Expectation: ~50–70% travel within territory
• Reporting Structure: Reports to VP of Sales