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Enterprise Sales Manager
2 months ago
Coupa is seeking a seasoned Senior Account Manager to join our Enterprise Sales team. As a key member of our team, you will be responsible for driving sales growth and exceeding annual targets.
Key Responsibilities- Develop and Execute Enterprise Account Plans: Create and execute comprehensive account plans to drive sales growth and exceed targets.
- Prospecting and Pipeline Development: Identify and pursue new business opportunities, build pipeline, and sell Coupa's cloud-based spend management solutions to enterprise clients.
- C-Level Engagement: Engage with C-level executives to position Coupa's enterprise value proposition and quarterback deals to closure.
- Business Value Selling: Adopt the concept of Business Value Selling within the context of the Challenger Sale model to drive sales growth.
- Thought Leadership: Provide proactive, trusted thought leadership to target accounts to drive sales growth.
- Co-Selling: Co-sell with Resellers and Alliance Partners as needed to drive sales growth.
- Client and Internal Team Collaboration: 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.
- Field Sales Campaigns: Create and execute Field Sales Campaigns to create demand and drive sales growth.
- Executive Sales Proposals: Develop and deliver world-class Executive Sales proposals to C-level prospects.
- Sales Best Practices: Implement Coupa's Sales Best Practices to drive sales growth.
- Forecasting: Forecast accurately (benchmark +/- 10%).
- Account Penetration Model: Build out an account penetration model that encourages multi-angle access into key accounts.
- Minimum 10+ Years of Direct Sales Experience: Minimum 10+ years of direct sales experience in the software industry.
- Successful Career in Direct Sales and Business Development: The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the region.
- Consistent Track Record of Achieving Sales Quota: Consistent track record of achieving / exceeding sales quota (on premise and SaaS).
- Executive Presence: Strong executive presence – very comfortable with C-level executives, especially CFOs.
- Managing Multi-Stakeholder Sales Cycles: Expertise in managing multi-stakeholder sales cycles and closing large deals.
- Prospecting in Greenfield Accounts: Ability to prospect within greenfield accounts.
- Enterprise Account Planning: Organized and specific experience with enterprise account planning.
- Selling Business Value: Focused on selling business value to Finance and Business stakeholders using ROI and TCO models.
- Identifying Enterprise Client Pains: Ability to identify enterprise client pains and develop unique and compelling value propositions.
- Engaging with All Levels in an Organization: Equally successful at engaging with all levels in an organization.
- Assertive, Passionate, Consultative, Loves to Compete and Win: Assertive, Passionate, Consultative, loves to compete and win.
- Building Relationships and Working in a Team-Selling Environment: Great at building relationships and working within a team-selling environment.
- Excellent Oral and Written Communication Skills: Excellent oral and written communication skills.
- SaaS Sales Experience: Experience with selling SaaS solutions.
- Spend Management Domain Expertise: Spend management domain expertise desired.
- Ability to Work in a Fast-Paced and Passionate Environment: Must be able to work in a fast-paced and passionate environment.
- Bachelor Degree or Equivalent Experience: Bachelor Degree or equivalent experience required.
