Coupa Software is hiring a
Senior Strategic Account Director, Remote - Germany

Summary

The job is for a Strategic Account Director at Coupa, a leading global platform for business buying decisions. The role involves prospecting, building pipelines, selling cloud-based spend management solutions, engaging with C-level prospects, adopting the concept of Business Value Selling, managing and growing a sales pipeline, providing proactive thought leadership, collaborating with customers and internal teams to build joint vision roadmaps, developing and delivering premier Executive Sales proposals, and documenting daily activity in Salesforce.

Requirements

• Native or fluent German
• Strong and demonstrable experience of sophisticated direct sales in the software industry selling at ‘C’ Level
• Consistent track record of exceeding sales quota in an enterprise SaaS environment
• Strong executive presence
• Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
• A history of proactively hunting new business
• Strong organisational capability and specific experience with enterprise account planning
• Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on ‘features & functions’
• Ability to identify strategic client pains and develop outstanding and compelling value propositions that focus on delivering business value to the client
• Compassionate and successful at engaging with all levels in an organisation
• A strong focus on forming relationships and working within a team selling environment

Responsibilities

• Prospecting, building pipelines and selling Coupa cloud-based spend management solutions
• Engaging with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
• Adopting the concept of Business Value Selling within the context of the Challenger Sale model
• Manage and grow a sales pipeline
• Providing proactive, trusted thought leadership
• Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
• Developing and delivering premier Executive Sales proposals to C-level prospects
• Engaging with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
• Documenting daily activity in Salesforce to supervise the performance

Preferred Qualifications

• Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience
• An enthusiasm for travel (potentially 3 days per week)

Benefits

• #LI-Remote
• #LI-PC1