Remote Senior Account Director Job in Reading, UK Coupa Software

Who you are

• Must have a minimum of 10+ years of direct sales experience in the software industry
• Demonstrate a successful career with extensive direct sales and business development experience providing direct references who can attest to your acclaimed experience
• Consistent track record of achieving or exceeding sales quota (on-premise and SaaS)
• Possess a strong executive presence 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 with specific experience in enterprise 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 enterprise client pains and develop unique and compelling value propositions delivering business value to the client
• Equally successful at engaging with all levels in an organization (bottom-up & top-down)
• Assertive passionate consultative and loves to compete and win
• Great at building relationships and working within a team-selling environment
• Possess excellent oral and written communication skills
• Experience with selling SaaS solutions
• Must have spend management domain expertise
• Able to work in a fast-paced and passionate environment
• Bachelor's Degree or equivalent experience required

Desirables

• Quickness
• Consultative
• Collaborative
• Innovative
• Integrity
• Professionalism
• Passionate
• Accountability
• Results-oriented

What the job involves

• Exceed annual sales targets
• Develop an Enterprise Account Plan for each enterprise account and drive its execution to success
• Prospect build pipeline and sell Coupa cloud-based spend management solutions to enterprise clients
• Engage with C-level prospects to position Coupa’s enterprise value proposition and close deals
• 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
• Orchestrate client and internal teams to build Joint Vision Roadmaps outlining Coupa's value and client investments
• Create and execute Field Sales Campaigns to drive demand
• Develop and deliver world-class Executive Sales proposals to C-level prospects
• Implement Coupa Sales Best Practices
• Forecast accurately within benchmark +/- 10%
• Maintain records in Salesforce.com
• Align value messaging towards the chief economic buyer in target accounts
• Build out an account penetration model encouraging multi-angle access into key accounts