VP of Sales, Enterprise - (Location - NE ONLY)
Coupa Software
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Philadelphia, PA, USA
Posted on Thursday, June 20, 2024
*** This person MUST be located in the Northeast of the US, no exceptions ****
As the NE Regional VP - Enterprise, you will build and lead the Coupa Sales team within the region, ensuring they are well-versed in Coupa’s sales processes and best practices. This includes delivering weekly sales updates, maintaining Salesforce.com records, and developing executive sales proposals for C-level prospects. You will engage with these prospects to communicate Coupa's strategic value proposition, driving deals to closure, and adopting key sales training programs to enhance business value selling. Additionally, you will develop sales plans, align value messaging for key economic buyers, execute field sales campaigns, and co-sell with in-country alliance partners as needed.
What you will do:
- Build and lead the Coupa Sales team in the NE 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
What you will bring to Coupa:
- Strong and demonstrable experience of selling complex cloud/SaaS software
- Demonstrate a successful career with 5+ 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 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 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
- Demonstrate a successful track record of engaging all levels in an organization from functional level up to C-level executives
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This job is no longer accepting applications
See open jobs at Coupa Software.See open jobs similar to "VP of Sales, Enterprise - (Location - NE ONLY)" Venturesome by Recruit Rockstars.