Remote Senior Director, Strategic Value Consultant

Summary

Join Coupa, a pioneering technology company that empowers businesses with greater efficiency and visibility in their spend. As a subject matter expert on financial value and business impact, you will engage with Enterprise Prospects to grow Coupa's deal size, reduce sales cycle times, and increase win rates.

Requirements

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

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

Benefits

• Position is remote
• Travel required as needed