96 applicants

Company

Coupa Software · 20 hours ago

Sr Director Strategic Value Consultant NA Enterprise Sales

United States

Full-time

Remote

Director/Executive

3+ years exp

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Cloud InfrastructureFinTech

H1B Sponsor Likely

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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

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Value engineeringConsultingPre-salesSales ManagementField SalesEconomics degreeFinance degreeSales strategiesSales enablementC-level proposalsProject managementROI calculatorsTCO modelsCustomer success

Required

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

3-5 years of experience in a Value engineering, Consulting, or Pre-sales role

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

Excellent written and verbal communication skills – crisp and effective

Experience with working with Sales Management and Field Sales

Must be able to work in a fast-paced environment

Passion and hunger to win, succeed and strive for excellence

5+ years Enterprise Sales Experience

Position is remote

Travel required as needed

Preferred

Advanced degree in economics, finance, or related field strongly preferred

Company

Coupa Software

Glassdoor

3.8

Coupa is a cloud platform for business spend that offers a fully unified suite of financial applications for business spend management.

Founded in 2006

San Mateo, California, USA

1,001-5,000 employees

http://www.coupa.com

H1B Sponsorship

Coupa Software has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

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Trends of Total Sponsorships

2023 (21)

2022 (69)

2021 (75)

2020 (32)