Job description
The Impact of a Sr. Director, Value Advisory to Coupa:
You will serve as a subject matter expert on financial value, engaging with executive-level prospects to drive sales; building compelling business cases to shorten sales cycles, grow deal sizes, and increase win rates. This role also involves educating and coaching the sales organization on value-based selling methodologies. You will also refine and develop tools, content, and strategies to improve pipeline generation and the full sales cycle.
What You Will Do:
- Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow Coupa’s deal size, lower 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 Direct 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
What You Will Bring To Coupa:
- Execute customer-facing business value assessment workshops 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
- 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, thought leadership, speaking at events
- 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
- 8+ years of experience in a Value engineering / Consulting / 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
- MBA or advanced degree in finance, economics, or related field strongly preferred
- Spanish as a secondary language a plus
- Expected travel roughly 30%
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