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Senior Account Director, Enterprise Accounts

New York, NY, USA | Coupa Software

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    Business Development
    Sales
  • Experience:
    5-7 years
Job Description:
79 people have viewed this job

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 pro-active, trusted thought leadership to target accounts

Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in San Mateo, CA, and in locations around the globe)

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

Implement our Coupa Sales Best Practices

Forecasting accurately (benchmark +/- 10%)

Maintain the system of record in Salesforce.com

Develop and deliver world class Executive Sales proposals to C-level prospects

Engage with C-level prospects to position Coupa’s enterprise value proposition and drive deals to closure

Adopt the concept of Business Value Selling within the context of the Challenger Sale model 

Align overall value messaging targeted towards the chief economic buyer in target accounts

Build out an account penetration model that encourages multi-angle access into key accounts

Requirements:

Minimum 5+ 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


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