Deal Desk Specialist

2 Days ago • 4-8 Years

About the job

Summary_{By Outscal}

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.

🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Deal Desk Specialist is a key member of Coupa’s Finance Operations Team and will report directly to the Senior Manager, EMEA Deal Desk. The qualified candidate will assist in managing the APAC and EMEA Deal Desk function and support the Sales team in successfully selling Coupa’s products and services portfolio.

This is a highly visible position which requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business skills to assess requests and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-tech company, particularly interfacing between Sales teams and internal cross-functional stakeholders.

We are looking for a results-driven, self-starter to join our team. This individual will be a trusted advisor to the sales team while ensuring all deals meet the regulatory, auditable and financial controls that Coupa has established.

The main function of the Deal Desk is to provide guidance to the Sales teams in the development of proposals and quotes for existing and prospective customers to ensure that Coupa is able to win deals, increase market share and grow the revenue stream from Coupa’s Cloud offerings. In addition, the Deal Desk Specialist will advise and coach sales personnel on objection handling techniques, alternative contracting options, and competitive value propositioning to help drive deal closure and improve sales velocity. This may include regular direct interaction with customers, prospects and reseller partners.

The position plays a key role in the development, delivery, management and continuous improvement of sales training and enablement programs that aim at deal structuring, pricing, quoting, contract management, revenue optimization and competitive win programs. This position will require significant multi-tasking and willingness to take on various sales-related responsibilities as assigned. An additional language (German or French preferably) is an advantage.

What you will do:

Assist in managing the APAC and EMEA Deal Desk function by working with the field sales team in deal structuring, quoting and pricing, special terms and exception approvals management
Work with Finance to ensure all deals have the appropriate booking packages. This includes fully executable agreements and proof of delivery
Assist the field organization during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, as well as Booking-to-Renewal/Cross-sell/Up-sell
Participate in the review of, and response to RFP’s, RFI’s, RFQ’s
Establish and enforce contracting guidelines and methodology; work with corporate functions to develop and train field operations on best practices for fulfilling standard as well as non-standard deals, including communications to sales, services and management teams on contracting best practices
Assist in training sales and channel partners on pricing, quoting and contracting models as well as consult with field teams on specific contracts where appropriate
Identify and analyze problems using sound judgment and creatively determine solutions in order to effectively resolve issues and continuously improve business processes and systems
Ensure and manage data quality in SFDC for all proposed and closed quotes/deals. This includes special customer pricing, customer entitlements, and deal amounts

What you will bring to Coupa:

Solid understanding of various licensing models including, but not limited to, named and concurrent users, ELAs, term and subscription-based pricing, as well as hosted (SaaS) and Cloud models
Strong understanding of revenue recognition considerations required
Strong financial modeling and analysis skills; program and project management skills required
Excellent written and verbal communication skills; must be comfortable presenting business cases and complex pricing proposals to senior executives
Experience with business intelligence, reporting & analytics tools; Salesforce.com (SFDC) and Enterprise quoting and exception approval workflow systems

#LI-Hybrid

#LI-ML1

At Coupa, we celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

Please be advised that inquiries or resumes from recruiters will not be accepted.

By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.