AVP - Enterprise

Job description

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](https://insde.co/uzoy) blog and hear from our employees about their experiences working at Coupa. ### What You’ll Do - Build and lead the Coupa Sales team in the ANZ Region with a focus on recruiting and developing the very best talent - Collaborate and partner cross-functionally with teams, including Account Development, Alliances, marketing and Solutions Consulting - Lead by example on sales processes and best practices - Deliver weekly sales updates for the region and maintain the system of record in Salesforce - Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure - Adopt key sales training and coaching programs to drive Business Value Selling - Develop sales plans for targeted accounts, sub-regions and vertical segments - 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 - Execute Field Sales Campaigns against targeted verticals or competitive take-out targets in Region - Assist in the development of localised content for sales enablement programs for the region - Develop and improve localised competitive positioning and messaging to enable the sales team ### What You Will Bring to Coupa - A strong hunting mentality (this is not an Account management role) - Demonstrate a successful career in Enterprise sales leadership within a SaaS environment - Experienced in positioning value-based selling and selling to to Finance executives - Strong empathy and ability to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value - Strong mentoring capability an ability to coach sales talent - Successful track record of engaging at all levels in an organization, from a functional level to C-level executives