Director, Value Consulting

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

• Engage with Enterprise Prospects as a subject matter expert on financial value and business impact to grow Coupa’s deal size, reduce sales cycle times and increase win rates
• Build collaborative and compelling business cases for Executives / CEOs / Board to answer “Why do anything?”, “Why now?”, “Why Coupa?”
• Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offerings
• Educate and coach Coupa’s Enterprise Sales Organization on how to implement this methodology successfully into Target Accounts
• As an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue
• Execute business value engagements in key accounts
• Manage multiple such engagements at the same time under tight timelines
• Deliver world-class C-level Executive proposals and presentation materials with improved strategic messaging and content targeting C-level Economic Buyers
• Work collaboratively with customers and internal teams including Sales, Pre-Sales, Services, Post-sales
• Develop multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales team
• Continuously innovate Coupa’s value selling tools including ROI calculators, TCO models
• Proactively contribute to Coupa’s Value-as-a-Service based IP including performance metrics benchmarking, and thought leadership

• Strong customer facing skills, Executive presence with the ability to build credibility and trust with Senior Executives and VP/Director/Manager/Analysts levels within customer accounts
• 5+ years of experience in a Value engineering, Consulting, or Pre-sales role
• Project management and multi-tasking skills that involves strong collaboration with both customers as well as internal resources
• Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within Coupa
• Excellent written and verbal communication skills – crisp and effective
• Advanced degree in economics, finance, or related field strongly preferred
• Experience with working with Sales Management and Field Sales
• Must be able to work in a fast-paced environment
• Passion and hunger to win, succeed and strive for excellence
• Position is remote, Central US preferred
• Travel required as needed

At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here . All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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