Sr. Value Advisory Director - 10458

Coupa Software • Los Angeles, CA

12d • Remote

About The Position

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins. Why join Coupa? 🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend. 🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence. 🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

Requirements

• 8+ years of experience in a Value engineering / Consulting / Pre-sales role.
• Project management and multi-tasking skills that involves strong collaboration with both customers as well as internal resources.
• Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within Coupa.
• Excellent written and verbal communication skills – crisp and effective.
• Experience with working with Sales Management and Field Sales.
• Must be able to work in a fast-paced environment.
• Passion and hunger to win, succeed and strive for excellence.

Nice To Haves

• MBA or advanced degree in finance, economics, or related field strongly preferred.
• Spanish as a secondary language a plus.

Responsibilities

• Serve as a subject matter expert on financial value, engaging with executive-level prospects to drive sales; building compelling business cases to shorten sales cycles, grow deal sizes, and increase win rates.
• Educate and coach the sales organization on value-based selling methodologies.
• Refine and develop tools, content, and strategies to improve pipeline generation and the full sales cycle.
• 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.
• 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 penetration 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.

Benefits

• Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment.
• Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior