Senior Account Executive - SAP Mid-Market

About Apiphani

Apiphani is a managed intelligence provider for complex SAP estates. The company manages SAP environments for enterprises in all industries, with a specialty in compliance-heavy regulated industries, such as aerospace and defense, oil and gas, utilities, industrial manufacturing, and ITAR manufacturing. Apiphani combines its proprietary, agentic-AI driven managed operations platform, Luumen, with a highly skilled operations team to deliver superior human-at-the-helm performance and stability for its customers, with 100% uptime in all production environments since 2023. Apiphani is backed by Insight Partners, a premier private equity partner to high-tech companies.

The Opportunity

Apiphani is an authorized SAP PartnerEdge Sell partner, able to resell SAP cloud ERP to mid-market enterprises. We are hiring a Senior Account Executive to lead the growth of this business, selling SAP licenses together with the migration and integration services that bring them into production.

SAP license sales are a newer business for Apiphani, and this role will shape how it develops. You will cover a dedicated territory of U.S. companies between $300 million and $1 billion in annual revenue, and help define the sales approach, processes, and partnerships that allow this business to scale. The primary market driver is the approaching end of maintenance for SAP ECC, which requires companies in this segment to select a cloud ERP path and a partner to deliver it. Our expertise is strongest in regulated industries, including aerospace and defense, oil and gas, utilities, and industrial manufacturing.

Apiphani is backed by Insight Partners.

What You’ll Do

• Build and prioritize a named account list of U.S. companies with $300 million to $1 billion in annual revenue running SAP ECC or early S/4HANA, with a focus on regulated industries.
• Originate opportunities where a migration or integration requires new SAP licenses, through outbound prospecting, industry events, established relationships, marketing campaigns, and Apiphani’s alliance partners.
• Own the full sales cycle, from first conversation through negotiation and close, selling to C-suite and senior IT decision-makers.
• Sell SAP cloud ERP licenses together with Apiphani’s migration and integration services as a single solution.
• Convert inbound SAP license requests into broader opportunities that include Apiphani services.
• Qualify opportunities rigorously before committing pre-sales and delivery resources.
• Lead proposals, pricing, and negotiation in partnership with Finance, Contracts, and Solution Engineering.
• Work with colleagues to extend each engagement into ongoing SAP managed services after go-live.
• Help build the sales playbook for SAP license sales at Apiphani, including qualification standards, pricing approach, and coordination with SAP.
• Bring market insight back to the business on competing SAP partners, SAP’s mid-market priorities, and pricing trends.

What You’ll Sell

• SAP cloud ERP licenses, including RISE with SAP and GROW with SAP, resold under SAP PartnerEdge Sell.
• SAP migration services, including SAP ECC to S/4HANA and moves to SAP’s public and private cloud.
• SAP integration services.
• A path to ongoing SAP managed services, delivered by our operations team with Luumen, our proprietary Agentic AI.

What You Bring

• 7+ years of quota-carrying enterprise ERP software and services sales, with a documented record of meeting or exceeding quota.
• At least 3 years selling SAP software licenses and services at SAP or an SAP partner, including SAP cloud ERP (RISE with SAP and GROW with SAP) and other SAP cloud solutions.
• Experience selling SAP licenses and services as bundled deals.
• Experience with SAP PartnerEdge Sell program requirements.
• A documented record of winning new logos at $300 million to $1 billion companies through complex, multi-month sales to the C-suite.
• Working knowledge of SAP ECC to S/4HANA and cloud migration approaches, and the business case behind them.
• Bachelor’s degree.
• Ability to travel up to 40%.

Bonus Points

• Experience selling to companies in regulated industries such as aerospace and defense, oil and gas, utilities, industrial manufacturing, or ITAR manufacturing.
• Experience selling SAP integration or managed services.

Compensation

Base salary of $165,000 – $185,000, depending on experience, with a 50/50 base-to-variable compensation structure. Variable compensation is weighted toward SAP license bookings, with additional compensation for migration and integration services.

Location and Travel

Remote within the United States, with travel up to 40% to customer meetings and industry events.