Senior Value Advisory Director

1 Month ago • 8 Years +

Job Summary

Job Description

Serve as a subject matter expert on financial value and business impact, engaging with executive-level prospects to drive sales. Build compelling business cases to shorten sales cycles, grow deal sizes, and increase win rates. Educate and coach the sales organization on value-based selling methodologies. Refine and develop tools, content, and strategies to improve pipeline generation and the full sales cycle. Conduct customer-facing business value assessment workshops, manage multiple engagements under tight timelines, and deliver world-class C-level executive proposals and presentation materials with improved strategic messaging. Collaborate with customers and internal teams, develop multi-level sales strategies, and innovate value selling tools. Contribute to performance metrics benchmarking and thought leadership. Possess strong customer-facing skills and executive presence. Experience working with sales management and field sales is required. Must be able to work in a fast-paced environment with a passion to win.
Must have:
  • 8+ years in Value engineering / Consulting / Pre-sales
  • Customer-facing business value assessment workshops
  • Manage multiple engagements with tight timelines
  • Deliver C-level Executive proposals and presentation materials
  • Collaborate with customers and internal teams
  • Develop multi-level sales strategies and methodologies
  • Innovate Coupa’s value selling tools
  • Strong customer facing skills & Executive presence
  • Project management and multi-tasking skills
  • Scale and translate best practices into trainable programs
  • Excellent written and verbal communication skills
  • Experience with working with Sales Management and Field Sales
  • Ability to work in a fast-paced environment
  • Passion and hunger to win, succeed and strive for excellence
Good to have:
  • Spanish as a secondary language
  • MBA or advanced degree in finance, economics, or related field
Perks:
  • Expected travel roughly 30%

Job Details

The Impact of a Sr. Director, Value Advisory to Coupa:

You will serve as a subject matter expert on financial value, engaging with executive-level prospects to drive sales; building compelling business cases to shorten sales cycles, grow deal sizes, and increase win rates. This role also involves educating and coaching the sales organization on value-based selling methodologies. You will also refine and develop tools, content, and strategies to improve pipeline generation and the full sales cycle.

What You Will Do:
  • Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow Coupa’s deal size, lower sales cycle times and increase win rates
  • Build collaborative and compelling business cases for Executives / CEOs / Board to answer “Why do anything?”, “Why now?”, “Why Coupa?”
  • Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offerings
  • Educate and coach Coupa’s Direct Sales Organization on how to implement this methodology successfully into Target Accounts
  • As an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue
What You Will Bring To Coupa:
  • Execute customer-facing business value assessment workshops in key accounts
  • Manage multiple such engagements at the same time under tight timelines
  • Deliver world-class C-level Executive proposals and presentation materials with improved strategic messaging and content targeting C-level Economic Buyers
  • Work collaboratively with customers and internal teams including Sales, Pre-Sales, Services
  • Develop multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales team
  • Continuously innovate Coupa’s value selling tools including ROI calculators, TCO models
  • Proactively contribute to Coupa’s Value-as-a-Service based IP including performance metrics benchmarking, thought leadership, speaking at events
  • Strong customer facing skills, Executive presence with the ability to build credibility and trust with Senior Executives and VP/Director/Manager/Analysts levels within customer accounts
  • 8+ years of experience in a Value engineering / Consulting / Pre-sales role
  • Project management and multi-tasking skills that involves strong collaboration with both customers as well as internal resources
  • Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within Coupa
  • Excellent written and verbal communication skills – crisp and effective
  • Experience with working with Sales Management and Field Sales
  • Must be able to work in a fast-paced environment
  • Passion and hunger to win, succeed and strive for excellence
  • MBA or advanced degree in finance, economics, or related field strongly preferred
  • Spanish as a secondary language a plus
  • Expected travel roughly 30%

#LI-Remote

#LI-TC1

Similar Jobs

FICO - Salesforce Customer Data Governance - Senior Manager

FICO

Minneapolis, Minnesota, United States (Remote)
1 Month ago
Simcorp - Lead Business Consultant – Investment Operations/Alternative Investments

Simcorp

Warsaw, Masovian Voivodeship, Poland (Hybrid)
3 Weeks ago
Apple - Data Center Technician

Apple

Prineville, Oregon, United States (On-Site)
1 Month ago
Morning Star - Senior QA Automation Engineer

Morning Star

Delhi, India (Hybrid)
2 Months ago
Prepared - Sales Development Representative

Prepared

United States (Remote)
3 Weeks ago

Get notifed when new similar jobs are uploaded

Similar Skill Jobs

Haleon - Network Operations Director, QSC NA

Haleon

Warren, New Jersey, United States (On-Site)
3 Weeks ago
Triple dot studios - Senior Product Analyst

Triple dot studios

Melbourne, Victoria, Australia (Hybrid)
3 Weeks ago
Vigaet - Internship-Unity VR Programmer

Vigaet

Bengaluru, Karnataka, India (On-Site)
10 Months ago
beghou consulting - Sr. Consultant

beghou consulting

Emeryville, California, United States (Hybrid)
5 Months ago
Scale AI - DoD Policy Lead

Scale AI

Washington, District Of Columbia, United States (On-Site)
3 Months ago
Aptive - Senior Embedded Software Engineer

Aptive

Monterrey, Nuevo Leon, Mexico (On-Site)
1 Year ago
Oh BiBi - Game Lead

Oh BiBi

Paris, Île-de-France, France (Hybrid)
4 Months ago
Marvell - Staff STA CAD Engineer

Marvell

Santa Clara, California, United States (On-Site)
2 Weeks ago
Unity - Senior Product Manager, Customer Success

Unity

London, England, United Kingdom (On-Site)
3 Months ago
Cubic corporation - Senior Database Administrator

Cubic corporation

Hyderabad, Telangana, India (On-Site)
1 Year ago

Get notifed when new similar jobs are uploaded

Jobs in Mexico City, Mexico

TALA - Lead UX Researcher

TALA

Mexico City, Mexico (Remote)
2 Months ago
Univision - Senior Indirect Procurement Manager

Univision

Mexico City, Mexico (On-Site)
1 Month ago
Pinterest - Software Engineer, iOS

Pinterest

Mexico City, Mexico (Remote)
2 Weeks ago
CGS Carrers - Application support II

CGS Carrers

Guadalajara, Jalisco, Mexico (Hybrid)
3 Months ago
oportun - Trainer (R13354)

oportun

Mexico (Remote)
2 Weeks ago
nubank - Senior Software Engineer

nubank

Mexico City, Mexico (Hybrid)
2 Months ago
Google - Software Engineer, Compilers, Runtimes and Toolchains

Google

Mexico City, Mexico City, Mexico (On-Site)
2 Weeks ago
Google - Software Engineer, Chrome Accessibility

Google

Mexico City, Mexico City, Mexico (On-Site)
2 Weeks ago
Mcdonalds - Learning & Development Facilitator

Mcdonalds

Mexico City, Mexico (Hybrid)
2 Weeks ago
oportun - Senior Manager, Marketing Data & Technology

oportun

Mexico (Remote)
3 Weeks ago

Get notifed when new similar jobs are uploaded

Similar Category Jobs

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

About The Company

United Kingdom (Remote)

Foster City, California, United States (Hybrid)

California, United States (Remote)

Foster City, California, United States (Hybrid)

Sydney, New South Wales, Australia (Remote)

Foster City, California, United States (Hybrid)

United States (Remote)

View All Jobs

Get notified when new jobs are added by Coupa

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug