RVP, Customer Growth - 10961 at Coupa Software

Atlanta, Georgia, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Software, SaaS, Spend ManagementIndustries

Requirements

Strong and demonstrable experience of selling complex cloud/SaaS software
Successful career with 5-10 years (at least 3 years at same company) of sales management and individual contributor experience, backed up by direct references
Capable of personally delivering on direct sales targets while recruiting and managing a team of top sales talent in the region
Able to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value to the customer
Excel at teamwork, collaborating across functional and regional boundaries and able to work several time zones simultaneously, leveraging current tools and technology
Expect to travel extensively in the Region to meet with customers and visit Coupa headquarters in California several times per year for training and planning sessions
Customer-success focused sales professional who has the ability to qualify and coach both sales talent as well as customers in the pursuit of high value business opportunities
Confident individual with excellent communication skills and strong executive presence who can be effective and convince in front of customers, prospects, partners and future talent

Responsibilities

Build and lead the Coupa Sales team in the Region
Enable the Sales team on the Coupa sales processes and best practices
Deliver weekly Sales updates for the Region and maintain the system of record in Salesforce.com and Clari
Develop and deliver world class Executive Sales proposals to C-level prospects
Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
Adopt key sales training and coaching programs to drive Business Value Selling within the context of the Challenger Sale model to help team members close business, where applicable
Develop sales plans for targeted accounts, sub-regions and vertical segments in the region
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
Execute Field Sales Campaigns against targeted verticals or competitive take-out targets in the region
Assist in the development of localized content for sales enablement programs for the region
Develop and improve localized competitive positioning and messaging to enable the sales team
Engage in training, certification and on-boarding activities for the regional Field Sales organization
Co-selling with in-country Alliance Partners as needed

Skills

Sales Leadership

Value-Based Selling

Salesforce.com

Clari

Challenger Sale

Business Value Selling

C-level Engagement

Sales Coaching

Revenue Growth

Executive Proposals

Coupa Software

Cloud-based spend management and procurement solutions

About Coupa Software

Coupa Software provides a cloud-based platform for spend management and procurement solutions. Its suite of tools helps businesses manage their expenditures by integrating procurement, invoicing, and expense management into one system. This integration reduces inefficiencies that occur when these processes are handled separately. Coupa serves a wide range of clients, from large enterprises to mid-sized companies, across various industries. The company operates on a subscription-based model, allowing clients to pay a recurring fee for access to its tools, which can be scaled as needed. Coupa differentiates itself from competitors by offering a user-friendly interface that resembles online shopping, promoting high user adoption and satisfaction. The goal of Coupa Software is to help businesses control costs and improve financial efficiency through its comprehensive platform.

San Mateo, CaliforniaHeadquarters

2006Year Founded

$164.4MTotal Funding

IPOCompany Stage

Enterprise SoftwareIndustries

1,001-5,000Employees

Benefits

Insurance Package

Family Support

Legal Assistance

Student Loan Assistance

Employee Assistance

Discounts

Risks

Rising AI model costs could impact Coupa's pricing strategy and competitiveness.

Increased competition from AI-integrated procurement solutions may challenge Coupa's market position.

Security and trust in digital payments require continuous enhancements to avoid reputational damage.

Differentiation

Coupa integrates procurement, invoicing, and expense management into a single cloud-based platform.

The company offers a user-friendly interface that mimics online shopping for high adoption rates.

Coupa's robust data set of over $7 trillion in spend enhances decision-making capabilities.

Upsides

AI-driven procurement solutions are gaining traction, enhancing efficiency and decision-making.

Coupa's focus on supply chain visibility earned it a 2024 Top Software & Tech Award.

The shift in procurement to a strategic growth lever aligns with Coupa's comprehensive solutions.

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