Original listing text, shown exactly as published by the company.
What You’ll Do
Executive Partnership & Value Realization
- C-Suite Alignment: Cultivate and command trust-based relationships with customer executives, aligning Coupa’s capabilities directly with their corporate strategy and board-level objectives.
- Value Architecture: Define, measure, and aggressively drive the realization of business outcomes. You are accountable for ensuring the customer captures the full ROI of their investment.
- Strategic Advisory: Act as a thought leader, leveraging deep expertise in Autonomous Spend Management to challenge the status quo and introduce innovative industry perspectives that drive continuous improvement.
Account Orchestration & Governance
- Holistic Account Leadership: Lead the governance model, establishing rigorous internal and external engagement cadences that ensure the entire account team—Sales, Services, and Product—operates as a cohesive unit.
- Cross-Functional Mobilization: Direct diverse, matrixed teams (including Services, Support, Product and other Subject Matter Experts) to solve complex business challenges, bridging the gap between sales discovery and Coupa execution.
- Delivery Excellence: Oversee the health of engagements, partnering with the leadership team to anticipate resource needs, mitigate risks, and accelerate time-to-value.
Growth, Innovation & Advocacy
- Strategic Roadmap & Expansion: Move the partnership beyond individual projects by developing long-term "account journeys." Proactively identify opportunities for solution upsell and cross-sell that solve emerging customer problems.
- Voice of the Customer: Champion the customer’s feedback within Coupa, influencing Product, Technology, and Marketing roadmaps to drive systemic improvements.
- Investment Optimization: Direct strategic investments—such as Value Advisory engagements or Services assessments—to where they will generate the highest impact for both the customer and Coupa.
What You Will Bring to Coupa
- Experience: 15+ years of experience in customer success, management consulting, or professional services with a track record of influencing C-level stakeholders in complex enterprise environments.
- Strategic Vision: A demonstrated ability to translate abstract business objectives into actionable software solutions and transformation roadmaps.
- Domain Expertise: A deep understanding of the Source-to-Pay (S2P) lifecycle—including Strategic Sourcing, Contract Lifecycle Management (CLM), and Procure-to-Pay (P2P)—enabling you to lead digital transformation with authority.
- Operational Command: Proven success in mobilizing and leading distributed, cross-functional teams without direct reporting lines to deliver large-scale programs.
- Commercial Acumen: An entrepreneurial mindset with the ability to identify growth opportunities, support renewal retention strategies, and negotiate prioritization.
- Master Communication: Exceptional ability to synthesize complex technical and business concepts for executive audiences, coupled with the emotional intelligence to navigate sensitive political landscapes.
