Account Director, Enterprise Accounts at Coupa Software

We are currently seeking Strategic Accounts Sales Directors in multiple locations worldwide.  Coupa Strategic Accounts Sales Directors are responsible for selling Coupa cloud-based spend management solutions into large companies with revenues over $1.0B.  This will fuel the growth by driving “new” software license subscriptions sales in our growing strategic account market segment. The position will report to the Regional Vice President of Sales.

Responsibilities....

• Exceed annual sales targets
• Develop an Enterprise Account Plan for each strategic account, then drive the execution of that plan to success
• Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to strategic Coupa clients
• Engage with C-level prospects 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 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 strategic value proposition and drive deals to closure
• Adopt the concept of Business Value Selling within the context of the Challenger Sale model ( http://www.executiveboard.com/exbd-resources/content/challenger/index.html )
• 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
• Strong and demonstrable experience of complex direct sales 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
• Organised 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 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 organisation (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