What You'll Do:
- Deep Spend Management Expertise: Possess "black belt" level knowledge in direct and indirect spend management, including complex sourcing and purchasing strategies.
- AI and Technology Acumen: Demonstrate a passion for technology, specifically a solid understanding of Artificial Intelligence (AI), AI Agents, and their revolutionary application in procurement.
- Consultative Listening: Be an active listener focused on understanding specific client needs to accurately create and propose tailored solutions.
- Exceptional Communication & Presentation Skills: Have excellent interpersonal skills and the charisma of an incredible presenter to connect with and captivate any audience.
- Strategic Storytelling: Possess the gift of storytelling to weave the benefits of Coupa, including the power of AI and the Margin Multiplier, into a compelling, motivating narrative.
- Detail-Oriented Precision: Maintain an attentive eye for detail to ensure precision and accuracy, particularly when navigating complex client scenarios.
What You Will Bring to Coupa:
- Technical and Functional Expertise: Act as the subject matter expert on the Coupa platform, particularly within areas like Source-to-Pay, Procurement, Expense Management, and broader Spend Management.
- Sales Process Support: Provide technical and functional guidance throughout the entire sales cycle. This often includes:
- Participating on RFPs (Request for Proposals).
- Leading platform demonstrations and presentations tailored to the prospect's specific business needs.
- Conducting discovery sessions to understand prospect requirements and mapping them to Coupa's functionality.
- Solution Alignment: Ensure prospects understand how Coupa's capabilities address and exceed their business needs, differentiating Coupa's technology in the market.
- Business Insight: Offer valuable insights and act as a consultant to both the internal sales teams and the prospects, leveraging spend management expertise.
- Skills and Experience Often Required:
- Experience in systems applications selling or implementation, often with a background in Source-to-Pay, eProcurement and Expense Management.
- Experience with competing or similar solutions (e.g., Ariba, Ivalua, GEP, Oracle, SAP).
- Strong ability to configure, customize, and deliver compelling software demos.
- Excellent written and verbal communication skills for effectively engaging both business and technical audiences.
- A proven ability to lead discovery sessions and translate business requirements into application functionality.
