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

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 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

RVP, Enterprise Customer Growth

Key skills