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Senior Mid-Market Account Executive
Company: Coupa Software
Location: Nationwide, US
Employment Type: Full Time
Date Posted: 08/07/2022
Expire Date: 10/07/2022
Job Categories: Computers, Hardware, Computers, Software, Engineering, Finance/Economics, Information Technology
Job Description
Senior Mid-Market Account Executive

Responsibilities:
  • Exceed annual sales targets
  • Develop a Mid-Market Account Plan for each account, then drive the execution of that plan to success
  • Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to net new mid-market accounts
  • Engage with C-level executives to position Coupa’s strategic value proposition and quarterback the deal to closure
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model
  • Provide proactive, trusted thought leadership to target accounts
  • Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of
  • Coupa headquarters in San Mateo, CA, and in locations around the globe)
  • Orchestrate prospect and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
  • Create and execute Field Sales Campaigns to create demand
  • Develop and deliver world-class Executive Sales proposals to C-level prospects
  • Implement our Coupa Sales Best Practices
  • Forecasting accurately (benchmark +/- 10%).
  • 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 the concept of Business Value Selling within the context of the Challenger Sale model (http://www.executiveboard.com/exbd-resources/content/challenger/index.html)
  • 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.
Qualifications & Requirements
  • Minimum 5+ years of direct sales experience in the software industry
  • The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the
  • Region, and should be able to provide direct references in the Region who can attest to the acclaimed experience.
  • Consistent and proven track record of achieving / exceeding sales quota (on premise and SaaS)
  • Strong executive presence – very comfortable with C-level executives, especially CFOs
  • Expertise in managing multi-stakeholder sales cycles and closing large deals
  • Ability to prospect within greenfield accounts
  • Organized and specific experience with mid-market account planning
  • Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
  • Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
  • Equally successful at engaging with all levels in an organization (bottom up & top down)
  • Assertive, Passionate, Consultative, loves to compete and win
  • Great at building relationships and working within a team-selling environment
  • Excellent oral and written communication skills
  • Experience with selling SaaS solutions
  • AP Automation and spend management domain expertise desired
  • Must be able to work in a fast paced and passionate environment
  • Bachelor Degree or equivalent experience required
  • Strong financial acumen
  • Proven ability to create and execute on territory business plans
Contact Information
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