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RVP, Enterprise Customer Growth

Growth MarketingGrowth MarketingFull TimeRemoteTeam 1,001-5,000Since 2006H1B SponsorCompany Site LinkedIn

Location

Pennsylvania

Posted

16 days ago

Salary

$182K - $206K / year

5 yrs expEnglishCloudSalesforce

Job Description

• 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

Job Requirements

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