Full-Time

Sr Director Strategic Value Consultant Enterprise Sales

Posted on 10/24/2024

Coupa Software

Coupa Software

1,001-5,000 employees

Cloud-based spend management and procurement solutions

Enterprise Software

Senior

Remote in USA

Category
Strategic Account Management
Sales & Account Management
Requirements
  • 5+ years Enterprise Sales Experience
  • Strong customer facing skills, Executive presence with the ability to build credibility and trust with Senior Executives and VP/Director/Manager/Analysts levels within customer accounts
  • Project management and multi-tasking skills that involves strong collaboration with both customers as well as internal resources
  • Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within Coupa
  • Advanced degree in economics, finance, or related field strongly preferred
  • Experience with working with Sales Management and Field Sales
  • Travel required as needed
  • Position is remote
Responsibilities
  • Engage with Enterprise Prospects as a subject matter expert on financial value and business impact to grow Coupa’s deal size, reduce sales cycle times and increase win rates
  • Build collaborative and compelling business cases for Executives / CEOs / Board to answer 'Why do anything?', 'Why now?', 'Why Coupa?'
  • Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offerings
  • Educate and coach Coupa’s Enterprise Sales Organization on how to implement this methodology successfully into Target Accounts
  • As an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue
  • Execute business value engagements in key accounts
  • Manage multiple such engagements at the same time under tight timelines
  • Deliver world-class C-level Executive proposals and presentation materials with improved strategic messaging and content targeting C-level Economic Buyers
  • Work collaboratively with customers and internal teams including Sales, Pre-Sales, Services, Post-sales
  • Develop multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales team
  • Continuously innovate Coupa’s value selling tools including ROI calculators, TCO models
  • Proactively contribute to Coupa’s Value-as-a-Service based IP including performance metrics benchmarking, and thought leadership

Coupa Software provides a cloud-based platform for spend management and procurement solutions. Its suite of tools helps businesses manage their expenditures by integrating procurement, invoicing, and expense management into one system. This integration reduces inefficiencies that occur when these processes are handled separately. Coupa serves a wide range of clients, from large enterprises to mid-sized companies, across various industries. Unlike many competitors, Coupa's user-friendly interface resembles online shopping, which encourages high user adoption and satisfaction. The company's goal is to help businesses control costs and improve financial efficiency through its subscription-based service, allowing clients to scale their usage as needed.

Company Stage

IPO

Total Funding

$164.4M

Headquarters

San Mateo, California

Founded

2006

Growth & Insights
Headcount

6 month growth

5%

1 year growth

4%

2 year growth

-12%
Simplify Jobs

Simplify's Take

What believers are saying

  • AI-driven procurement solutions are gaining traction, enhancing Coupa's offerings.
  • Coupa's collaboration with Bond Vet indicates potential for industry-specific solutions.
  • Appointment of Michael Agresta as CFO may enhance financial management strategies.

What critics are saying

  • Rising AI model costs could impact Coupa's ability to integrate advanced features.
  • Competitors like Feenix.ai may challenge Coupa with innovative AI solutions.
  • Departure of key executives like Mark Riggs may affect strategic direction.

What makes Coupa Software unique

  • Coupa offers a unified platform for procurement, invoicing, and expense management.
  • The company leverages a $7 trillion dataset for predictive insights and decision-making.
  • Coupa's user-friendly interface ensures high adoption and customer satisfaction.

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Benefits

Insurance Package

Family Support

Legal Assistance

Student Loan Assistance

Employee Assistance

Discounts

INACTIVE