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.
Responsibilities include refining and developing tools, content, and strategies to improve pipeline generation and the full sales cycle.
The role requires engaging with prospects and customers to grow Coupa’s deal size, lower sales cycle times, and increase win rates.
The Sr. Director will build collaborative business cases for Executives, CEOs, and Boards to address key questions about the value of Coupa.
Continuous refinement of Coupa’s financial value-based selling methodology, including tools and deliverables, is expected.
The position involves working closely with Sales Management, Sales Directors, Product Management, Alliances, and Marketing to support regional initiatives.
Requirements:
The candidate must execute customer-facing business value assessment workshops in key accounts.
They should manage multiple engagements simultaneously under tight timelines.
The role requires delivering world-class C-level Executive proposals and presentation materials with improved strategic messaging.
Collaboration with customers and internal teams, including Sales, Pre-Sales, and Services, is essential.
The candidate must develop multi-level sales strategies and methodologies for targeted account penetration activities.
They should help design field sales campaigns against targeted verticals or competitive take-out targets.
Continuous innovation of Coupa’s value selling tools, including ROI calculators and TCO models, is required.
The candidate must proactively contribute to Coupa’s Value-as-a-Service based IP, including performance metrics benchmarking and thought leadership.
Strong customer-facing skills and executive presence are necessary to build credibility and trust with Senior Executives.
A minimum of 8 years of experience in a Value engineering, Consulting, or Pre-sales role is required.
Project management and multi-tasking skills involving strong collaboration with customers and internal resources are essential.
The ability to scale and translate best practices into trainable programs for various teams within Coupa is necessary.
Excellent written and verbal communication skills are required.
Experience working with Sales Management and Field Sales is preferred.
The candidate must be able to work in a fast-paced environment.
A passion for winning and striving for excellence is essential.
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.
Expected travel for the position is roughly 30%.
Benefits:
The position offers the opportunity to work remotely.
Employees will have the chance to engage with executive-level prospects and contribute to significant business outcomes.
The role provides a platform for continuous professional development in value-based selling methodologies.
Employees will collaborate with various teams, enhancing their networking and teamwork skills.
The position allows for the development of innovative tools and strategies that can impact the sales cycle positively.
The role offers a dynamic work environment that encourages passion and excellence.
