Senior Account Director - Enterprise

August 29

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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

• 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

Requirements

• 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 • Business Spend Management domain expertise (ideal) or Enterprise SaaS selling experience • A desire to work in a fast-paced and hard-working environment • An enthusiasm for travel (potentially 3 days per week)