gem
Sr. Value Advisory Director - 10458
Coupa Software Inc.
Remote, USA
Full-time
Senior · 8+ years experience
Remote
Discovered 1 weeks ago
ROI calculatorsTCO modelsvalue selling tools
Free
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ROI calculatorsTCO modelsvalue selling tools
Key Skills for This Role
ROI calculatorsTCO modelsvalue selling tools
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What You Will Do:
- Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow Coupa’s deal size, lower 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 Direct 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
What You Will Bring To Coupa:
Execute customer-facing business value assessment workshops 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
Develop multi-level sales strategies and methodologies for targeted account pene tration 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, thought leadership, speaking at events
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
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