[Hiring] RVP, Customer Growth @Coupa Software

Role Description

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.
• 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.

Qualifications

• Strong and demonstrable experience of selling complex cloud/SaaS software.
• Demonstrate a successful career with 5-10 years (at least 3 years at the 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 be able to work several time zones simultaneously, leveraging current age tools and technology.
• Expect to travel extensively in the Region to meet with customers and will also visit Coupa headquarters in California several times per year for training and planning sessions.
• Customer-success focused sales professional who can 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 convincing in front of customers, prospects, partners, and future talent.
• Demonstrate a successful track record of engaging all levels in an organization from functional level up to C-level executives.

Benefits

• Global Well-Being Perks (For All Employees Globally).
• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year.
• Birthday Time-Off: Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): 40 hours of paid VTO annually to support community initiatives and volunteer programs.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources.
• Business Travel Protection: Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances.