Coupa Sales Executive

Coupa Sales Executive

Summary of Profile:

Deloitte Consulting LLP is seeking a top-performing professional services and solution sales executive to pursue clients to support Deloitte's Supply Management and Digital Procurement (SMDP) practice revenue goals. Candidates should have an entrepreneurial spirit, demonstrated selling attributes and techniques, as well as sourcing and procurement consulting services, direct software sales and/or channel management experience. Key attributes for the ideal candidate include an understanding of the leading digital procurement technology solutions; a broad background in the sourcing, contracting, and procure-to-pay (P2P) lifecycle, and a successful track record in sales of business transformation services enabled by enterprise cloud solutions. The Sales Executive (SE) is primarily responsible for growing Deloitte services revenue aligned with the SMDP practice.

Work you will do:

As a Coupa Sales Executive, you will be responsible for the expansion of our revenue by selling Deloitte solutions and consulting services to new and existing clients with our strategic Alliance relationship with Coupa Software. You will drive strategic relationships with key sales leaders at Coupa establishing strong go-to-market strategies and setting clear expectations for revenue growth. You will work with Coupa to generate new leads and participate in sales pursuits with Deloitte PPMDs. The Coupa Sales Executive is responsible for selling Deloitte solutions, implementation and operate services to new and existing clients. As a Sales Executive you will:

• Manage revenue goals by working with Coupa Software and facilitate regular pipeline calls and account planning sessions.
• Create and implement viable business plans to ensure long-term goals are realized.
• Maintain and nurture relationships with senior leaders at Coupa Software to ensure all parties stay in sync and satisfied with progress and outcome of partnerships.
• Develop new opportunities jointly with Coupa Sales Teams. This will include identifying target contacts, qualifying leads, fostering new client relationships, engaging appropriate Deloitte PPMDs / SMs for follow up conversations, developing proposals, making presentations, and nurturing relationships across Coupa and clients.
• Contribute to pursuit processes by leveraging relationships for insights and influence, including determining "win" themes, aligning messaging with client needs and developing overview materials to support initial meetings/conversations.
• Demonstrate ability to lead a strategic alliance partnership and activate internal networks.
• Coordinate and manage go-to-market programs with Coupa Software.
• Gain broad understanding of Coupa's solutions / offerings.
• Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems.

• Proven track record and broad understanding of Sourcing and Procurement market.
• 10+ years of experience in managing complex sales pursuits characterized by long sales cycles and significant dollar transactions. Demonstrated consistent track record of delivering multi-million dollar revenue per annum.
• 3+ years of Direct Sales / Presales experience at an enterprise software vendor, preferably in the sourcing and procurement space.
• Tech-savvy - broad understanding of large-scale cloud application implementations.
• Experience in successfully developing and implementing GTM/go-to-market strategies.
• Strategic mindset, able to blend consulting and business strategy to develop compelling plans for new sales and marketing initiatives with Alliance Partners such as Coupa.
• Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries.
• Broad knowledge of sourcing and procurement industry best practices, business processes, and value propositions using leading cloud solutions.
• Effective presentation skills, able to command the audience, both technical and non-technical,
• Proficient use of MS Office, LinkedIn, and Salesforce.com.
• Excellent spoken, written communication, interpersonal, and relationship building skills.
• Ability to work in a multi-layered matrix organization serving many leaders.
• Ability to work across time zones, able to travel domestically and internationally to support joint alliance sales pursuits.
• Travel up to 70% (While 70% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.