Note: The job is a remote job and is open to candidates in USA. Coupa provides an AI-powered total spend management platform that helps businesses make smarter, more profitable decisions and improve operating margins. The Regional Vice President, Customer Growth will build and lead the regional sales team, develop strategic sales plans, engage executive prospects, and drive complex cloud/SaaS deals to closure.
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
- 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
- Strong and demonstrable experience of selling complex cloud/SaaS software
- Demonstrate a 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 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 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
Benefits
- Two designated, company-wide paid wellness days off each year for all employees globally.
- A paid day off on your birthday or another day of your choice within your birthday month.
- Free, confidential, 24/7/365 Employee Assistance Program (EAP) counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
- Zurich Travel Assist business travel protection, including medical, safety, pre-trip planning, and emergency support during business travel.
- Monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.
- Location-specific benefits packages tailored to your primary work location, including comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection.
Company Overview
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