Original listing text, shown exactly as published by the company.
What You’ll Do
- Leadership and Strategy:
- Define and execute the EMEA Solution Advisory strategy in alignment with regional sales goals, ensuring effective coverage for all market segments.
- Serve as a key member of the EMEA Sales leadership team, providing strategic insight into market trends, competitive positioning, and customer requirements.
- Drive thought leadership and innovation in how the Solution Advisory team engages with customers and prospects, including the use of advanced demonstration techniques and value-based selling methodologies.
- Facilitate the sharing of knowledge and scaling of best practices across the broader organization, while driving continuous innovation and creativity.
- Team Development and Management:
- Recruit, develop, and retain a world-class team of Solution Advisors, fostering a culture of excellence, collaboration, and continuous professional development.
- Provide hands-on coaching, performance management, and career path guidance.
- Manage resource allocation across the region, prioritizing opportunities to maximize impact on revenue, renewal, retention and customer success targets.
- Facilitate a positive team attitude, outlook and work ethic that helps ensure Coupa continues to be a fantastic place to work.
- Ensure operational and administrative excellence.
- Sales and Customer Engagement Success:
- Ensure the Solution Advisory team effectively translates complex business challenges into compelling technical solutions and quantified business value that differentiate Coupa against the competition.
- Act as a trusted advisor and executive sponsor for key accounts and strategic opportunities, engaging with C-level executives to present Coupa’s vision and value proposition.
- Cross-Functional Collaboration:
- Partner closely with Sales, Services, Product Management, and Marketing to ensure alignment towards company goals and maintain Coupa’s leadership position and brand in the industry.
What You Will Bring to Coupa
- 10+ years of experience in enterprise software pre-sales, solution consulting, or solution architecture, with a minimum of 5 years in a leadership/management capacity.
- Proven success leading and scaling a regional or national team of presales professionals.
- Deep understanding of the Business Spend Management (BSM) space, including Procurement, Invoicing, Expenses, and related financial processes.
- Strong executive presence and exceptional presentation, communication, and interpersonal skills.
- Demonstrated ability to develop and execute complex pre-sales strategies in highly competitive environments.
- Bachelor’s degree in Business, Finance, or a technical field; Master’s degree preferred.
- Ability to travel up to 50% to customer sites and company meetings within Europe, Middle East and Africa.
