Senior Account Director, Enterprise Accounts LATAM
Coupa
Mexico City, Mexico
hace 1 día

Responsibilities :

  • Exceed annual sales targets
  • Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success
  • Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients
  • Engage with C-level prospects to position Coupa’s enterprise 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 client 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
  • Develop and deliver world class Executive Sales proposals to C-level prospects
  • Engage with C-level prospects to position Coupa’s enterprise value proposition and drive deals to closure
  • Adopt the concept of Business Value Selling within the context of the Challenger Sale model ()
  • 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
  • Requirements :

  • Minimum 10+ 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 LATAM region, and should be able to provide direct references in the Region who can attest to the acclaimed experience
  • Consistent 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 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 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
  • Spend management domain expertise desired
  • Must be able to work in a fast paced and passionate environment
  • Must speak English, Spanish and Portuguese
  • Bachelor Degree or equivalent experience required
  • At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses.

    It’s our people who make it happen, and we strive to attract and retain the best in every discipline.We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, a 401(k) match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches And much more!As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.

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

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