Coupa
Director, Value Consulting
Coupa, Chicago, Illinois, United States, 60290
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:
Engage with Enterprise Prospects as a subject matter expert on financial value and business impact to grow Coupa’s deal size, reduce sales cycle times and increase win ratesBuild collaborative and compelling business cases for Executives / CEOs / Board to answer “Why do anything?”, “Why now?”, “Why Coupa?”Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offeringsEducate and coach Coupa’s Enterprise Sales Organization on how to implement this methodology successfully into Target AccountsAs an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenueExecute business value engagements in key accountsManage multiple such engagements at the same time under tight timelinesDeliver world-class C-level Executive proposals and presentation materials with improved strategic messaging and content targeting C-level Economic BuyersWork collaboratively with customers and internal teams including Sales, Pre-Sales, Services, Post-salesDevelop multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales teamContinuously innovate Coupa’s value selling tools including ROI calculators, TCO modelsProactively contribute to Coupa’s Value-as-a-Service based IP including performance metrics benchmarking, and thought leadershipWhat you will bring to Coupa:
Strong customer facing skills, Executive presence with the ability to build credibility and trust with Senior Executives and VP/Director/Manager/Analysts levels within customer accounts5+ years of experience in a Value engineering, Consulting, or Pre-sales roleProject management and multi-tasking skills that involves strong collaboration with both customers as well as internal resourcesAbility to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within CoupaExcellent written and verbal communication skills – crisp and effectiveAdvanced degree in economics, finance, or related field strongly preferredExperience with working with Sales Management and Field SalesMust be able to work in a fast-paced environmentPassion and hunger to win, succeed and strive for excellencePosition is remote, Central US preferredTravel required as neededAt Coupa, we’re building a great company that is laser-focused on three core values:
ensuring customer success
with an obsessive and unwavering commitment to making customers successful,
focusing on results
with a relentless focus on delivering results through innovation and having a bias for action, and
striving for excellence
with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa
here . All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read
Coupa’s Privacy Policy
and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
#J-18808-Ljbffr
What you will do:
Engage with Enterprise Prospects as a subject matter expert on financial value and business impact to grow Coupa’s deal size, reduce sales cycle times and increase win ratesBuild collaborative and compelling business cases for Executives / CEOs / Board to answer “Why do anything?”, “Why now?”, “Why Coupa?”Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offeringsEducate and coach Coupa’s Enterprise Sales Organization on how to implement this methodology successfully into Target AccountsAs an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenueExecute business value engagements in key accountsManage multiple such engagements at the same time under tight timelinesDeliver world-class C-level Executive proposals and presentation materials with improved strategic messaging and content targeting C-level Economic BuyersWork collaboratively with customers and internal teams including Sales, Pre-Sales, Services, Post-salesDevelop multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales teamContinuously innovate Coupa’s value selling tools including ROI calculators, TCO modelsProactively contribute to Coupa’s Value-as-a-Service based IP including performance metrics benchmarking, and thought leadershipWhat you will bring to Coupa:
Strong customer facing skills, Executive presence with the ability to build credibility and trust with Senior Executives and VP/Director/Manager/Analysts levels within customer accounts5+ years of experience in a Value engineering, Consulting, or Pre-sales roleProject management and multi-tasking skills that involves strong collaboration with both customers as well as internal resourcesAbility to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within CoupaExcellent written and verbal communication skills – crisp and effectiveAdvanced degree in economics, finance, or related field strongly preferredExperience with working with Sales Management and Field SalesMust be able to work in a fast-paced environmentPassion and hunger to win, succeed and strive for excellencePosition is remote, Central US preferredTravel required as neededAt Coupa, we’re building a great company that is laser-focused on three core values:
ensuring customer success
with an obsessive and unwavering commitment to making customers successful,
focusing on results
with a relentless focus on delivering results through innovation and having a bias for action, and
striving for excellence
with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa
here . All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read
Coupa’s Privacy Policy
and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
#J-18808-Ljbffr