Full-Time

Sr Director Strategic Value Consultant Enterprise Sales

Confirmed live in the last 24 hours

Coupa Software

Coupa Software

1,001-5,000 employees

Cloud-based spend management and procurement solutions

Data & Analytics
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 suite of tools for spend management and procurement, helping businesses streamline their expenditure processes. Its platform integrates procurement, invoicing, and expense management into one system, reducing inefficiencies that occur when these functions are handled separately. Coupa operates on a subscription-based model, allowing clients to access its cloud-based services for a recurring fee, which supports scalability as businesses can easily add users or features. The company distinguishes itself from competitors by offering a user-friendly interface that resembles online shopping, promoting high user adoption and satisfaction. The goal of Coupa Software is to enhance financial efficiency for businesses by simplifying the management of their spending.

Company Stage

Acquired

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

  • Coupa's platform has helped over 3,000 global customers achieve significant savings, with $194 billion in bottom-line savings, demonstrating its strong impact on financial efficiency.
  • The launch of the Coupa App Marketplace and partnerships with companies like Bottomline and KNNX Freight extend the platform's capabilities, offering more comprehensive spend management solutions.
  • Recognition through awards like the Spendsetter Awards highlights the company's role in driving digital transformation and operational efficiency for its clients.

What critics are saying

  • The competitive landscape of the SaaS enterprise market is intense, with numerous players vying for market share, which could impact Coupa's growth.
  • Integration of new features and partnerships, such as with Bottomline, may pose challenges in maintaining platform stability and user experience.

What makes Coupa Software unique

  • Coupa's unified suite of spend management tools offers a seamless integration of procurement, invoicing, and expense management, unlike competitors who may offer fragmented solutions.
  • The company's community-generated AI leverages data from a vast network of suppliers and economic spend, providing unique insights and efficiencies that competitors cannot easily replicate.
  • Coupa's user-friendly interface, designed to mimic online shopping experiences, ensures high user adoption rates, setting it apart from more complex enterprise software solutions.

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Benefits

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Family Support

Legal Assistance

Student Loan Assistance

Employee Assistance

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