The Sr. Director, Value Advisory will serve as a subject matter expert on financial value, engaging with executive-level prospects to drive sales.
This role involves building compelling business cases to shorten sales cycles, grow deal sizes, and increase win rates.
The position requires educating and coaching the sales organization on value-based selling methodologies.
The individual will refine and develop tools, content, and strategies to improve pipeline generation and the full sales cycle.
Responsibilities include engaging with prospects and customers to grow Coupa’s deal size, lower sales cycle times, and increase win rates.
The role involves building collaborative business cases for executives to address key questions about the value of Coupa.
The individual will continuously refine Coupa’s financial value-based selling methodology, including tools and deliverables.
The position requires close collaboration with Sales Management, Sales Directors, Product Management, Alliances, and Marketing to support regional initiatives.
Requirements:
The candidate must possess executive-level communication skills to create and deliver compelling C-level proposals and presentations.
Cross-functional collaboration experience is required, working closely with Sales, Pre-Sales, Services, and customers to drive business outcomes.
The individual should have experience in developing multi-level sales strategies, campaigns, competitive messaging, and enablement programs across verticals.
The candidate must enhance value selling tools such as ROI calculators and TCO models, contributing to thought leadership and performance benchmarking.
A minimum of 8 years of experience in value engineering, consulting, or pre-sales is required, along with strong project management and executive presence.
Excellent written and verbal communication skills are essential, with the ability to work effectively in a fast-paced environment.
A passion for winning and striving for excellence is necessary.
An MBA or advanced degree in finance, economics, or a related field is strongly preferred.
Proficiency in Spanish as a secondary language is a plus.
The role requires expected travel of roughly 30%.
Benefits:
The position offers the opportunity to work remotely.
Employees will have the chance to engage with executive-level clients and influence significant business decisions.
The role provides a platform for professional growth and the ability to refine and innovate value-based selling methodologies.
Employees will collaborate with various departments, enhancing their cross-functional skills and experience.
The position allows for the development of strategic sales enablement programs that can impact the company's success.
