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Director, Business Strategy/Value Engineering - Mid-Market (US-West Coast)
Company: Coupa
Location: San Francisco, CA
Employment Type: Full Time
Date Posted: 01/22/2022
Expire Date: 02/21/2022
Job Categories: Advertising/Marketing/Public Relations, Computers, Software, Consulting Services, Employment Placement Agencies, Finance/Economics, Financial Services, Human Resources, Information Technology, Sales, Purchasing, Executive Management
Job Description
Director, Business Strategy/Value Engineering - Mid-Market (US-West Coast)
Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a Great Place to Work by the Great Place to Work organization. We deliver Value as a Service by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. The Coupa platform provides greater visibility into and control over how companies spend money. Customers small, medium and large have used the Coupa platform to bring billions of dollars in cumulative spend under management. Learn more at www.coupa.com. Read more on the Coupa Blog or follow @Coupa on Twitter.

Do you want to work for Coupa Software, the world's leading provider of cloud-based spend management solutions? Were a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, were building a great company that is laser focused on three core values:

1. Ensure Customer Success  Obsessive and unwavering commitment to making customers successful.
2. Focus On Results  Relentless focus on delivering results through innovation and a bias for action.
3. Strive For Excellence  Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

The WHAT:
  • Engage with Mid-market Prospects as a subject matter expert on financial value and business impact to grow Coupas deal size, reduce 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 Coupas financial value-based selling methodology including tools, deliverables, offerings
  • Educate and coach Coupas Mid-market 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

  • The HOW:
  • Execute 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 Coupas value selling tools including ROI calculators, TCO models
  • Proactively contribute to Coupas Value-as-a-Service based IP including performance metrics benchmarking, and thought leadership

  • SKILLS and EXPERIENCES needed:
  • Strong customer facing skills, Executive presence with the ability to build credibility and trust with Senior Executives and VP/Director/Manager/Analysts levels within customer accounts
  • 3-5 years of experience in a Value engineering, Consulting, or 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
  • Advanced degree in economics, finance, or related field strongly preferred
  • 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
  • Position is remote, Western US preferred
  • Minimal travel required


  • #LI-Remote

    At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of todays dynamic businesses. Its our people who make it happen, and we strive to attract and retain the best in every discipline.

    We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunchesAnd much more!

    As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.

    Please be advised, inquiries or resumes from recruiters will not be accepted.
    Contact Information
    Contact Name:
    Company Name: Coupa
    Phone Number:
    Contact Email:
    Website: https://careers.coupa.com/global/en...
    Company Description:

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