Account Executive (Corp/MM)

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. What you will do: Exceed annual sales targets Develop a Mid-Market Account Plan for each account, then drive the execution of that plan to success Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to net new mid-market accounts Engage with C-level executives to position Coupa's strategic value proposition and quarterback the deal to closure Adopt the concept of Business Value Selling within the context of the Challenger Sale model Provide proactive, trusted thought leadership to target accounts Co-sell with Resellers and Alliance Partners as needed Orchestrate prospect and 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%) Maintain the system of record in 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 What you will bring to Coupa: Minimum 10+ years of direct sales experience in the software industry ( must be domain software experience ) Demonstrated successful career with extensive direct sales and business development experience in the Region, with references available Consistent and proven track record of achieving / exceeding sales quota (on premise and 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 mid-market account planning Focused on selling business value to Finance and Business stakeholders using ROI and TCO models Ability to identify strategic client pains and develop unique and compelling value propositions Equally successful at engaging with all levels in an organization 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 AP Automation and spend management domain expertise desired Must be able to work in a fast-paced and passionate environment Bachelor Degree or equivalent experience required Strong financial acumen Proven ability to create and execute on territory business plans At Coupa, we're building a great company that is laser-focused on three core values: ensuring customer success , focusing on results , and striving for excellence . 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 . #J-18808-Ljbffr

Created: 2024-11-05