Manager, Solution Advisory

Role Overview

• Maximize Solution Advisor performance and regional revenue attainment, pipeline development and customer success through active leadership.
• Coordinate the assignment, calendaring and prioritization of SA resources across their assigned region.
• Strategize with regional sales leadership to maintain alignment between regional SA activities and sales leadership priorities.
• Assist SA management with recruiting, training, developing and retaining top caliber talent.
• Provide role model technical and functional expertise during the sales process for key regional sales opportunities.
• In an individual contributor capacity as well as in coach/mentor role, demonstrate how Coupa’s BSM can meet and exceed the business needs of our prospects.
• In an individual contributor capacity as well as in coach/mentor role, provide strong technical understanding of our product with the ability to discuss and demonstrate architecture and integration.
• Facilitate the sharing of knowledge and scaling of best practices across the broader organization.
• Facilitate a positive team attitude, outlook and work ethic that helps ensure Coupa continues to be a fantastic place to work.

Requirements

• Minimum 5 years experience in a pre-sales role with a track record of success.
• Strong written and verbal communication skills.
• Ability to facilitate a strong team dynamic and work well with others.
• Must be able to work in a fast paced and passionate environment.
• Bachelor Degree required, with MBA or similar considered a plus.
• Strong/expert Business Spend Management knowledge.
• Strong solution advisor presentation and demonstration skills.
• Strong value based selling skills with track record of multiple +1m USD ASCV deal as individual presales contributor.
• Display initiative and self-motivation and promote these qualities across the SA team.
• Resolve issues fairly and consistently with a decisive bias for action.
• Ensure high levels of employee morale and provide feedback to management.
• Provide coaching to the SA team and other sales team members.
• Drives positive change to improve the working environment.
• Effectively and evenly manage the workload across the team
• Manage differing opinions within the sales teams and negotiates the best outcome for all.
• Recruit, train, develop and retain top caliber talent.
• Qualify, validate and ensure that the appropriate sales qualification, strategy and activities are agreed to with regional sales management.
• Ensure high quality and successful sales engineering activities.
• Ensure timely administrative excellence across the region.
• Maintain product and presentation certifications and ensure completion across the team.
• Ensure the team shares knowledge across internal forums.
• Ensure compliance with all company policies and operate as a role model with a high degree of professional integrity.

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Flexible work arrangements
• Professional development