Coupa Software is hiring a
Senior Account Director

Summary

The job is for a Sales professional with at least 10 years of experience in the software industry. The role involves exceeding annual sales targets, developing Enterprise Account Plans, selling Coupa's spend management solutions to enterprise clients, and engaging with C-level executives. The candidate should have expertise in managing multi-stakeholder sales cycles, be comfortable with CFOs, and have a track record of achieving/exceeding sales quota.

Requirements

• Minimum 10+ years of direct sales experience in the software industry
• The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the region, and should be able to provide direct references in the Region who can attest to the acclaimed experience
• Consistent track record of achieving / exceeding sales quota (on premise and SaaS)
• Strong executive presence – very comfortable with C-level executives, especially CFOs
• Expertise in managing multi-stakeholder sales cycles and closing large deals
• Ability to prospect within greenfield accounts
• Organized and specific experience with enterprise account planning
• Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on ‘features & functions’
• Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client
• Equally successful at engaging with all levels in an organization (bottom up & top down)
• Assertive, Passionate, Consultative, loves to compete and win
• Great at building relationships and working within a team-selling environment
• Excellent oral and written communication skills
• Experience with selling SaaS solutions
• Spend management domain expertise desired
• Must be able to work in a fast paced and passionate environment
• 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
• Forecasting accurately (benchmark +/- 10%)
• Maintain the system of record in Salesforce.com