Sr Director Strategic Value Consultant NA Enterprise Sales

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.

🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. 

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. 

In this role, you will act as a trusted advisor to enterprise prospects, harnessing your expertise in financial value and business impact to drive transformative outcomes. By crafting and delivering compelling business cases and ROI-driven strategies, you will accelerate deal velocity, expand deal size, and significantly improve Coupa’s win rates.

Your leadership will be instrumental in refining and scaling Coupa’s financial value-based selling methodology, empowering the enterprise sales team with cutting-edge tools, training, and methodologies to penetrate target accounts effectively. By delivering world-class C-level proposals and presentations, you will position Coupa as a must-have solution for addressing critical business challenges, ensuring alignment with CEOs, boards, and executive stakeholders.

Collaborating cross-functionally with Sales, Product, Alliances, and Marketing, you will drive strategic initiatives to enhance pipeline generation and subscription revenue growth. Through innovation in value-selling tools, competitive messaging, and vertical-specific strategies, you will elevate Coupa’s market differentiation and industry leadership.

Your impact will extend beyond numbers, enabling customers to unlock unparalleled value through Coupa’s solutions, shaping the future of business spend management, and solidifying Coupa’s reputation as a Value-as-a-Service pioneer.

• 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

• 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

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At Coupa, 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. 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. 

Please be advised that inquiries or resumes from recruiters will not be accepted.

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