What You'll Do:
- Executive Value Advisory: Serve as the financial Subject Matter Expert, delivering world-class C-level Executive proposals and presentation materials targeting the chief economic buyers.
- Strategic Business Case Creation:Build collaborative and compelling business cases for executives and the board to answer the critical questions: “Why do anything?”, “Why now?”, and “Why Coupa?”
- Sales Strategy & Enablement:Educate and coach the direct sales organization on implementing a financial value-based selling methodology, and actively help design sales campaigns against targeted verticals or competitors.
- IP & Tool Innovation: Continuously refine Coupa’s value-based selling methodology and proactively innovate proprietary tools, including ROI calculators and TCO models, while contributing to thought leadership and external events.
- Project Leadership & Collaboration:Manage multiple, tight-timeline engagements by executing customer-facing value assessment workshops and working closely with Sales, Product Management, Alliances, and Marketing across worldwide sales.
What You Will Bring to Coupa:
- Executive Presence & Strategic Transformation: Possess 8+ years of experience in management consulting, digital transformation, or a Value Engineering/Pre-sales role, with the ability to build credibility and trust with Senior Executives (VP/Director/Manager levels).
- Project Leadership: Exhibit strong project management and multi-tasking skills, ensuring robust collaboration with both customers and internal sales/support resources.
- Enablement & Scaling: Demonstrate the ability to scale best practices and seamlessly translate them into trainable and coachable programs and materials for all commercial teams (Sales, Alliances, Marketing, Customer Success).
- Communication & Drive: Must have excellent written and verbal communication skills that are crisp and effective, paired with the passion and hunger to win and strive for excellence.
- Acumen & Environment: Have proven experience working with Sales Management in a fast-paced environment, ideally holding an MBA or advanced degree in finance/economics.
