Account Director, Enterprise

1 week geleden

Amsterdam, Noord-Holland, Nederland Coupa Voltijd
Amsterdam, Netherlands
Sales - Sales
/
Mid-Senior Level
/
Remote

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.


Responsibilities:

Exceed annual sales targets
Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success
Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients
Engage with C-level prospects to position Coupa's enterprise value proposition and quarterback the deal to closure
Adopt the concept of Business Value Selling within the context of the Challenger Sale model
Provide pro-active, trusted thought leadership to target accounts
Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in San Mateo, CA, and in locations around the globe)
Orchestrate client 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%)
Develop and deliver world class Executive Sales proposals to C-level prospects
Engage with C-level prospects to position Coupa's enterprise value proposition and drive deals to closure
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

Requirements:

Minimum 10+ years of direct sales experience in the software industry.
Consistent 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 enterprise account planning.

Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on "features & functions".

Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client.

Equally successful at engaging with all levels in an organization (bottom up & top down).
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.
Spend management domain expertise desired.
Must be able to work in a fast paced and passionate environment.
Bachelor Degree or equivalent experience required.

LI-Remote
LI-PC1


At Coupa, we're building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.


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.

All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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