Sr. Account Director, Enterprise Accounts

5 hours ago

Johannesburg, South Africa Coupa Software Full time

Do you want to work for Coupa Software, the world's leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we’re building a great company that is laser focused on three core values:
**1. Ensure Customer Success** - Obsessive and unwavering commitment to making customers successful.

**2. Focus On Results** - Relentless focus on delivering results through innovation and a bias for action.

**3. Strive For Excellence** - Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

**Responsibilities**:

- Exceed annual sales targets
- Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success
- Prospecting, building the pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients
- Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure
- Adopt the concept of Business Value Selling within the context of the Challenger Sale model
- Provide pro-active, trusted thought leadership to target accounts
- Co-sell with Resellers and Alliance Partners as needed
- Orchestrate internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
- Create and execute Field Sales Campaigns to create demand
- Develop and deliver world-class Executive Sales proposals to C-level prospects
- Implement our Coupa Sales Best Practices
- Forecasting accurately (benchmark +/- 10%)
- Develop and deliver world-class Executive Sales proposals to C-level prospects
- Engage with C-level prospects to position Coupa’s enterprise value proposition and drive deals to closure
- Align overall value messaging targeted towards the chief economic buyer in target accounts
- Build out an account penetration model that encourages multi-angle access into key accounts

**Requirements**:

- Strong and demonstrable direct sales experience in the software industry
- Consistent track record of achieving/exceeding sales quota (SaaS)
- Strong executive presence - very comfortable with C-level executives, especially CFOs
- Expertise in managing multi-stakeholder sales cycles and closing large deals
- Ability to prospect within greenfield accounts
- Organized and specific experience with enterprise account planning
- Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
- Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client
- Equally successful at engaging with all levels in an organization (bottom up & top down)
- Assertive, Passionate, Consultative, loves to compete and win
- Great at building relationships and working within a team-selling environment
- Excellent oral and written communication skills
- Experience with selling SaaS solutions
- Spend management domain expertise desired
- Must be able to work in a fast-paced and passionate environment
- Bachelor Degree or equivalent experience required

At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. It’s our people who make it happen, and we strive to attract and retain the best in every discipline.

We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches And much more

As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.
- Please be advised, inquiries or resumes from recruiters will not be accepted._

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