Coupa Software is hiring a
Account Director

Summary

The job is a Sales role at Coupa, where the employee will sell cloud-based spend management solutions to enterprise clients. They are expected to exceed annual sales targets, develop Enterprise Account Plans, prospect new clients, engage with C-level executives, and adopt the concept of Business Value Selling.

Requirements

• Minimum 10+ years of direct sales experience in the software industry
• Bachelor Degree or equivalent experience required

Responsibilities

• Exceed annual sales targets
• Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success
• Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients
• Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure
• Adopt the concept of Business Value Selling within the context of the Challenger Sale model
• Provide proactive, trusted thought leadership to target accounts
• Co-sell with Resellers and Alliance Partners as needed
• Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
• Create and execute Field Sales Campaigns to create demand
• Develop and deliver world-class Executive Sales proposals to C-level prospects