Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.Responsibilities:Exceed annual sales targetsDevelop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to successProspecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clientsEngage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closureAdopt the concept of Business Value Selling within the context of the Challenger Sale modelProvide proactive, trusted thought leadership to target accountsCo-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in San Mateo, CA, and in locations around the globe)Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to makeCreate and execute Field Sales Campaigns to create demandDevelop and deliver world-class Executive Sales proposals to C-level prospectsImplement our Coupa Sales Best PracticesForecasting accurately (benchmark +/- 10%)Maintain the system of record inDevelop and deliver world class Executive Sales proposals to C-level prospectsEngage with C-level prospects to position Coupa’s enterprise value proposition and drive deals to closureAdopt the concept of Business Value Selling within the context of the Challenger Sale model ()Align overall value messaging targeted towards the chief economic buyer in target accountsBuild out an account penetration model that encourages multi-angle access into key accountsRequirements:Minimum 10+ years of direct sales experience in the software industryThe eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the region, and should be able to provide direct references in the Region who can attest to the acclaimed experienceConsistent track record of achieving / exceeding sales quota (on premise and SaaS)Strong executive presence – very comfortable with C-level executives, especially CFOsExpertise in managing multi-stakeholder sales cycles and closing large dealsAbility to prospect within greenfield accountsOrganized and specific experience with enterprise account planningFocused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the clientEqually successful at engaging with all levels in an organization (bottom up & top down)Assertive, Passionate, Consultative, loves to compete and winGreat at building relationships and working within a team-selling environmentExcellent oral and written communication skillsExperience with selling SaaS solutionsSpend management domain expertise desiredMust be able to work in a fast paced and passionate environmentBachelor Degree or equivalent experience required#LI-Hybrid#LI-PC1
At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.
At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa . All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 
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