Mid Market Account Executive, Customer Growth

August 18

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Coupa Software

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Spend is the fuel to help your company deliver performance, profitability, and purpose!

Procurement • Finance • Cloud-based Financial Applications • Purchasing • Sourcing

1001 - 5000

Description

• Exceed annual sales targets • Develop an Account Plan for each account, then drive the execution of that plan to success • Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to current Corporate and Mid-Market Coupa customers • Engage with C-level executives to position Coupa’s strategic 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 customer 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 with internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make and execute Field Sales Campaigns to create demand • Develop and deliver world-class Executive Sales proposals to C-level contacts within customer accounts • Conduct discovery, demo and pricing meetings with customers • Conduct business process assessments and roadmapping discussions with customers • Implement our Coupa Sales Best Practices • Forecasting accurately (benchmark +/- 10%) and consistently Maintain the system of record in Salesforce.com • Develop and deliver world class Executive Sales proposals to C-level contacts within customer accounts • Engage with C-level contacts within customer accounts to position Coupa’s strategic 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 (must be domain software experience) • The eligible candidate should be able to demonstrate a successful career with extensive customer and/or new business 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 and proven 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 • Organized and specific experience with emerging and mid-market 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 strategic 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 great building relationships and working within a team-selling environment • Excellent oral and written communication skills • Experience with selling SaaS solutions • AP Automation and spend management domain expertise desired • Must be able to work in a fast paced and passionate environment • Willingness to travel for customer onsites • Bachelor Degree or equivalent experience required • Strong financial acumen • Proven ability to create and execute on territory business plans