What You'll Do:
- Partner with account teams (AEs, Solution Advisory, Coupa Spend Lab) throughout the sales lifecycle to shape deal strategy, align on value hypotheses, and create compelling commercial narratives.
- Lead high-quality discovery with senior and executive stakeholders to understand strategic objectives, current processes, pain points, and organizational constraints across the sourcing, procurement, supply chain, finance, and treasury functions.
- Develop business cases and ROI models that synthesize complex datasets, benchmark performance, and quantify achievable outcomes across improved savings rates, increased spend capture, process improvements, and working capital optimization.
- Create and deliver executive-level presentations that clearly communicate findings, recommendations, and target metrics with a strong storytelling arc.
- Guide account teams as a deal captain, ensuring value is consistently positioned, integrated into the sales strategy, and reinforced throughout the cycle.
- Contribute to territory and account planning, identifying where value-led conversations can unlock pipeline and accelerate customer engagement.
- Mentor and elevate Value Advisory peers, sharing frameworks, best practices, and content development, and insights.
What You Will Bring to Coupa:
- Strategic Consulting & Transformation: Possess 15+ years of relevant experience in management consulting or business transformation, with prior experience guiding large enterprises through change initiatives.
- Executive Presence & Credibility: Demonstrate success engaging at the C-suite level and influencing executive decision-making, with the confidence to challenge assumptions and frame high-stakes conversations.
- Analytical Storytelling: Exhibit exceptional analytical skills and the ability to simplify complex datasets, translating them into compelling, outcome-driven narratives.
- Operational Discipline & Autonomy: Be a self-starter comfortable navigating ambiguity, possessing operational discipline, and having the capability to drive a deal strategy independently.
- Technical & Domain Expertise: Have a strong foundation in the SaaS and cloud business models and an understanding of procurement, finance, or supply chain domains.
- Global Acumen & Education: Global or multinational experience is preferred, with a Masters degree (Finance, Supply Chain, or related discipline) strongly preferred.
- Fluency in one or more key languages is a must (Portuguese, Dutch, Danish, Spanish).
