RVP, Customer Growth

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 Region - Enable the Sales team on the Coupa sales processes and best practices - Deliver weekly Sales updates for the Region and 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 strategic value proposition and drive deals to closure - Adopt key sales training and coaching programs to drive Business Value Selling within the context of the Challenger Sale model to help team members close business, where applicable - Develop sales plans for targeted accounts, sub-regions and vertical segments in the region - 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 the region - Assist in the development of localized content for sales enablement programs for the region - Develop and improve localized competitive positioning and messaging to enable the sales team - Engage in training, certification and on-boarding activities for the regional Field Sales organization - Co-selling with in-country Alliance Partners as needed ### What You Will Bring to Coupa: - Strong and demonstrable experience of selling complex cloud/SaaS software - Demonstrate a successful career with 5-10 years (at least 3 years at same company) of sales management and individual contributor experience, backed up by direct references - Capable of personally delivering on direct sales targets while recruiting and managing a team of top sales talent in the region - Able to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value to the customer - Excel at teamwork, collaborating across functional and regional boundaries and be able to work several time zones simultaneously, leveraging current age tools and technology - Expect to travel extensively in the Region to meet with customers and will also visit Coupa headquarters in California several times per year for training and planning sessions - Customer-success focused sales professional who can qualify and coach both sales talent as well as customers in the pursuit of high value business opportunities - Confident individual with excellent communication skills and strong executive presence who can be effective and convince in front of customers, prospects, partners and future talent - Demonstrate a successful track record of engaging all levels in an organization from functional level up to C-level executives