AVP - Enterprise

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