Sr. Value Advisory Director - 10456

United States·ColumbusRemotesenior

OtherDirector

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Quick Summary

Key Responsibilities

Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow Coupa’s deal size,

Technical Tools

OtherDirector

The Impact of a Sr. Director, Value Advisory to Coupa:

You will serve as a subject matter expert on financial value, engaging with executive-level prospects to drive sales; building compelling business cases to shorten sales cycles, grow deal sizes, and increase win rates. This role also involves educating and coaching the sales organization on value-based selling methodologies. You will also refine and develop tools, content, and strategies to improve pipeline generation and the full sales cycle.

Responsibilities

~1 min read

→Engage with Prospects and Customers as a subject matter expert on financial value and business impact to grow Coupa’s deal size, lower sales cycle times and increase win rates
→Build collaborative and compelling business cases for Executives / CEOs / Board to answer “Why do anything?”, “Why now?”, “Why Coupa?”
→Continuously refine Coupa’s financial value-based selling methodology including tools, deliverables, offerings
→Educate and coach Coupa’s Direct Sales Organization on how to implement this methodology successfully into Target Accounts
→As an integral part of Worldwide Sales, work very closely with Sales Management, Sales Directors, Product Management, Alliances and Marketing to support and drive regional initiatives to improve pipeline generation and subscription revenue

→Executive-Level Communication: Create and deliver compelling C-level proposals and presentations tailored to economic decision-makers.
→Cross-Functional Collaboration: Work closely with Sales, Pre-Sales, Services, and customers to drive business outcomes.
→Strategic Sales Enablement: Develop multi-level sales strategies, campaigns, competitive messaging, and enablement programs across verticals.
→Tool & IP Innovation: Enhance value selling tools (e.g., ROI calculators, TCO models) and contribute to thought leadership and performance benchmarking.
→Experience & Leadership: Bring 8+ years of experience in value engineering, consulting, or pre-sales, with strong project management, executive presence, and ability to scale best practices across teams.

Excellent written and verbal communication skills – crisp and effective
Experience with working with Sales Management and Field Sales
Must be able to work in a fast-paced environment
Passion and hunger to win, succeed and strive for excellence
MBA or advanced degree in finance, economics, or related field strongly preferred
Spanish as a secondary language a plus
Expected travel roughly 30%

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