Account Director, Enterprise - 11535

What You'll Do

• Prospecting, building pipeline and selling Coupa cloud-based spend management solutions
• Engaging with C-level prospects to position Coupa’s strategic value proposition and lead the deal to closure
• Forecasting accurately
• Adopting the concept of Business Value Selling within the context of the Challenger Sale model
• Providing proactive, trusted thought leadership
• Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver
• Developing and delivering premier Executive Sales proposals to C-level prospects
• Engaging with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
• Documenting daily activity in Salesforce to supervise the performance

What You Will Bring to Coupa

• Strong and demonstrable experience of sophisticated direct sales in the software industry selling at ‘C’ Level
• Consistent track record of exceeding sales quota in an enterprise SaaS environment
• Strong executive presence
• Expertise in leading multi-stakeholder sales cycles and closing large 6-figure deals
• A history of pro-actively hunting new business
• Strong organisational capability and specific experience with enterprise account planning
• Experience selling business value to Finance and Business customers using return on investment and TCO models, rather than challenging on “features & functions”
• Ability to identify strategic client pains and develop outstanding and compelling value propositions that focus on delivering business value to the client
• Compassionate and is successful at engaging with all levels in an organisation
• A strong focus on forming relationships and working within a team selling environment…