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Enterprise Account Executive
2 months ago
About Coupa Software Inc.
Coupa is dedicated to enhancing organizational efficiency and accelerating growth through our premier AI-powered platform. Our solution integrates and streamlines sourcing, procurement, supply chain management, and financial oversight, earning the trust of over 3,000 organizations worldwide.
- Surpass annual sales objectives.
- Formulate a comprehensive Enterprise Account Strategy for each major client and drive its successful implementation.
- Identify and cultivate new business opportunities, building a robust sales pipeline for Coupa's cloud-based spend management solutions.
- Engage with executive-level prospects to articulate Coupa's value proposition and lead negotiations to successful closure.
- Embrace the principles of Business Value Selling within the framework of the Challenger Sale methodology.
- Deliver proactive and trusted insights to targeted accounts.
- Collaborate with Resellers and Alliance Partners as necessary.
- Coordinate with client and internal teams to develop Joint Vision Roadmaps that outline the value Coupa will provide and the investments required from the client.
- Design and implement Field Sales Campaigns to generate demand.
- Accurately forecast sales performance (benchmark +/- 10%).
- Align messaging to resonate with the chief economic buyer in target accounts.
- Develop an account penetration strategy that promotes multifaceted access to key accounts.
- At least 10 years of direct sales experience in the software sector.
- Proven track record of success in direct sales and business development within the region.
- Consistent history of meeting or exceeding sales targets (both on-premise and SaaS).
- Strong executive presence, particularly comfortable interacting with C-level executives, especially CFOs.
- Expertise in managing complex sales cycles and closing significant deals.
- Proficient in prospecting within untapped accounts.
- Organized with specific experience in enterprise account planning.
- Focused on delivering business value to financial and business stakeholders using ROI and TCO frameworks.
- Adept at identifying enterprise client challenges and crafting unique, compelling value propositions.
- Equally effective at engaging with all organizational levels.
- Assertive, passionate, consultative, and competitive.
- Skilled in relationship building and thriving in a collaborative sales environment.
- Exceptional verbal and written communication abilities.
- Experience in selling SaaS solutions.
- Ability to thrive in a fast-paced and dynamic environment.
- Bachelor's degree or equivalent experience required.
Compensation:
The estimated salary range for this position is $155,000 - $165,000, plus eligibility for commission with an anticipated pay mix of 50/50.
Company Values:
At Coupa, we are committed to three core principles: ensuring customer success, focusing on results, and striving for excellence.
We celebrate diversity and recognize its importance to our customers and employees. Coupa is proud to be an equal-opportunity workplace and an affirmative-action employer.
