Account Director, Enterprise

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.What you will do:

Exceed annual sales targetsDevelop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to successProspecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clientsEngage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closureAdopt the concept of Business Value Selling within the context of the Challenger Sale modelProvide pro-active, trusted thought leadership to target accountsCo-sell with Resellers and Alliance Partners as neededOrchestrate 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 makeCreate and execute Field Sales Campaigns to create demandDevelop and deliver world-class Executive Sales proposals to C-level prospectsForecasting accurately (benchmark +/- 10%)Align overall value messaging targeted towards the chief economic buyer in target accountsBuild out an account penetration model that encourages multi-angle access into key accountsWhat you will bring to Coupa:

Minimum 10+ years of direct sales experience in the software industryThe eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the RegionConsistent track record of achieving / exceeding sales quota (on premise and SaaS)Strong executive presence – very comfortable with C-level executives, especially CFOsExpertise in managing multi-stakeholder sales cycles and closing large dealsAbility to prospect within greenfield accountsOrganized and specific experience with enterprise account planningFocused on selling business value to Finance and Business stakeholders using ROI and TCO modelsAbility to identify enterprise client pains and develop unique and compelling value propositionsEqually successful at engaging with all levels in an organizationAssertive, Passionate, Consultative, loves to compete and winGreat at building relationships and working within a team-selling environmentExcellent oral and written communication skillsExperience with selling SaaS solutionsMust be able to work in a fast paced and passionate environmentBachelor Degree or equivalent experience required

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