Vice President Solution Engineering

Job description

**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. **VP, Solution Engineering - Job Description** Apiphani is a leading SAP AI and services company helping enterprises modernize, operate, and optimize their SAP environments. Through **luumenAI**, we lead with AI-enabled capabilities that create measurable business outcomes and expand into long-term SAP Application Management Services (AMS), SAP BTP, cloud, data, and transformation engagements. We are seeking an exceptional **Vice President of Solution Engineering** to build and lead the technical pre-sales organization that helps Apiphani win complex, strategic, annuity-based client relationships. This leader will combine deep SAP technical credibility, executive-level communication, commercial acumen, and a relentless growth mindset. The VP of Solution Engineering will lead Solution Architects who partner with sales, marketing, alliances, and delivery to shape client strategy, develop differentiated solutions, quantify value, and accelerate deal cycles. This role is central to positioning luumenAI as the entry point for durable SAP AMS and BTP relationships. **Role Overview** The VP of Solution Engineering owns Apiphani’s technical solutioning capability across the revenue lifecycle—from early discovery and executive value conversations through solution architecture, proposal development, client presentations, technical validation, and transition to delivery. This leader will establish the operating model, talent bench, methodologies, tools, and content required to consistently win sophisticated SAP services opportunities. They will be expected to personally engage in high-value pursuits while building a scalable team that improves win rates, deal quality, sales velocity, and long-term contract value. **Key Responsibilities** **Revenue and deal leadership** - Partner with the CRO, Sales Leaders, Account Executives, and Sales Reps to pursue complex SAP AMS, BTP, cloud, AI, data, and transformation opportunities. - Serve as the senior technical and commercial leader on priority pursuits, particularly multi-year managed services and strategic platform engagements. - Lead discovery sessions that uncover business priorities, SAP estate complexity, operating-model gaps, risk factors, technical requirements, and expansion opportunities. - Translate client requirements into compelling, differentiated solution strategies that position luumenAI as a practical, high-value path to SAP modernization and operational excellence. - Help shape multi-year annuity proposals, including scope, service model, architecture, delivery approach, commercial assumptions, risk management, governance, implementation roadmap, and expansion strategy. - Improve technical win rates, deal velocity, average contract value, recurring revenue mix, and pipeline conversion across strategic opportunities. - Bring urgency to opportunities: identify blockers early, mobilize internal resources quickly, and drive high-quality client-facing outputs on demanding timelines. **Solution engineering leadership** - Recruit, coach, and manage a high-performing team of Solution Architects and technical pre-sales professionals. - Create clear role definitions, coverage models, capacity planning, performance expectations, career paths, and professional-development plans for the Solution Engineering function. - Establish repeatable solutioning methodologies for discovery, qualification, value engineering, architecture design, proposal creation, executive presentations, demonstrations, and handoffs to delivery. - Ensure solutions are technically sound, commercially viable, deliverable, scalable, and aligned with Apiphani’s strategic offerings. - Develop standard solution frameworks, reusable architectures, statements of work, service catalogs, assessment approaches, implementation roadmaps, and technical proof points. **SAP, AI, AMS, and BTP expertise** - Maintain strong executive-level fluency across SAP application managed services, SAP BTP, SAP S/4HANA, SAP cloud strategy, integration, data, analytics, automation, security, and AI-enabled operations. - Lead the technical market narrative for luumenAI, connecting its capabilities to tangible client outcomes such as improved support experience, lower operating cost, reduced risk, faster issue resolution, enhanced adoption, and a more scalable SAP operating model. - Position Apiphani’s solutions as long-term, outcome-oriented partnerships rather than project-based staffing or commodity support. - Collaborate closely with delivery and practice leaders to ensure market-facing solution designs reflect current capabilities, implementation realities, delivery capacity, and innovation priorities. - Identify market, client, and ecosystem trends that can inform new offerings and repeatable packaged solutions. **Executive communication and marketing partnership** - Deliver compelling presentations to CIOs, CFOs, COOs, SAP leaders, technology executives, and procurement stakeholders. - Communicate complex SAP and AI concepts in clear business language tailored to both executive and technical audiences. - Partner with Marketing to create technically credible, commercially relevant content, including thought-leadership articles, white papers, solution briefs, customer stories, webinars, presentations, battlecards, and campaign assets. - Act as a credible external voice for Apiphani through client events, industry forums, partner engagements, webinars, and executive workshops. - Support the development of differentiated messaging that connects luumenAI to SAP AMS and BTP demand-generation campaigns. **Qualifications** - 10+ years of experience in SAP consulting, enterprise technology services, managed services, solution architecture, pre-sales, or related leadership roles. - 5+ years leading solution engineering, pre-sales, architecture, consulting, or technical sales teams in an enterprise technology or professional-services environment. - Deep experience designing and selling complex SAP services solutions, ideally including SAP AMS, SAP BTP, S/4HANA, cloud transformation, integration, data, analytics, automation, and AI-related services. - Demonstrated success supporting or leading large, multi-stakeholder, multi-year enterprise deals with meaningful recurring-revenue components. - Strong understanding of managed-services commercial models, including service scope, SLAs, governance, transition, pricing inputs, risk assumptions, and margin considerations. - Exceptional written, verbal, and presentation skills, with the ability to influence executive buyers and articulate technical concepts in business-outcome terms. - Proven ability to produce or materially contribute to technical thought leadership, sales collateral, proposals, solution briefs, and executive-facing content. - Experience working with SAP ecosystem partners, hyperscalers, and enterprise technology alliances is strongly preferred. - Bachelor’s degree in a technical, business, or related field preferred; advanced degree, SAP certifications, and cloud certifications are a plus. **Leadership Profile** The successful candidate will be: - **Technical and commercial:** Able to earn credibility with SAP architects and delivery leaders while also helping executives understand business value, risk reduction, and return on investment. - **Aggressive and accountable:** Comfortable operating in a high-growth environment, pursuing ambitious targets, challenging assumptions, and taking ownership of outcomes. - **Urgent and decisive:** Moves quickly, prioritizes effectively, and drives momentum through long sales cycles and complex internal decision-making. - **Growth-minded:** Sees every client interaction as an opportunity to expand strategic value, deepen relationships, and create long-term annuity revenue. - **Client-centric:** Listens carefully, diagnoses the real business problem, and designs solutions that clients can confidently buy and Apiphani can successfully deliver. - **Collaborative:** Brings Sales, Marketing, Delivery, Finance, Partners, and Executive Leadership together around a shared pursuit strategy. - **Builder-oriented:** Enjoys creating the people, process, content, tools, and operating cadence needed to scale a high-performing Solution Engineering organization. **Success Metrics** Success in this role will be measured by: - Increase in qualified pipeline conversion and technical win rate. - Growth in average contract value, multi-year contract duration, and recurring/annuity revenue. - Expansion of luumenAI-led opportunities that convert into SAP AMS and SAP BTP engagements. - Sales-cycle acceleration and reduced time to deliver high-quality solution proposals. - Improvement in proposal quality, solution consistency, and delivery-readiness of sold work. - Development, retention, and productivity of the Solution Architecture team. - Creation and adoption of reusable solution assets, technical content, and differentiated go-to-market messaging. - Executive and field-sales confidence in the Solution Engineering organization as a strategic growth partner. **Reporting Relationship** This role reports to the Chief Revenue Officer and works closely with the CEO, Sales Leadership, Marketing, Delivery and Practice Leaders, Finance, and strategic alliance partners. **Why Apiphani** This is an opportunity to build a category-defining technical sales organization inside a high-growth SAP AI led services company. The VP of Solution Engineering will play a direct role in shaping how Apiphani takes luumenAI, SAP AMS, and SAP BTP solutions to market—and in building the durable, high-value client relationships that fuel the company’s next stage of growth. Base Salary $200,000—$235,000 USD ## Company 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 \**Benefits listed in the job description apply to employees working in the United States. For international employees, Apiphani partners with an Employer of Record, Deel, and provides all statutory benefits required under local law; certain U.S.-specific programs (such as EAP, legal assistance, etc.) may not be available outside the United States. The specific benefits package will be outlined in the local employment agreement issued through Deel.*