Senior Account Director

Responsibilities:

Exceed annual sales targets.

Develop an Enterprise Account Plan for each enterprise account and drive the execution to success.

Prospecting, building pipeline, and selling cloud-based spend management solutions to enterprise clients.

Engage with C-level prospects to position the enterprise value proposition and quarterback deals to closure.

Adopt the concept of Business Value Selling within the context of the Challenger Sale model.

Provide pro-active, trusted thought leadership to target accounts.

Co-sell with Resellers and Alliance Partners as needed.

Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps.

Create and execute Field Sales Campaigns to create demand.

Develop and deliver world-class Executive Sales proposals to C-level prospects.

Implement Coupa Sales Best Practices.

Accurately forecast (benchmark +/- 10%).

Maintain the system of record in (url removed).

Engage with C-level prospects to drive deals to closure.

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.

Requirements:

Minimum 10+ years of direct sales experience in the software industry.

Successful career with extensive direct sales and business development experience in the Region.

Consistent track record of achieving/exceeding sales quota (on premise and SaaS).

Strong executive presence, comfortable with C-level executives, especially CFOs.

Expertise in managing multi-stakeholder sales cycles and closing large deals.

Ability to prospect within greenfield accounts.

Organized with specific experience in enterprise account planning.

Focused on selling business value using ROI and TCO models.

Ability to identify enterprise client pains and develop compelling value propositions.

Equally successful at engaging with all levels in an organization.

Assertive, passionate, consultative, loves to compete and win.

Great at building relationships and working within a team-selling environment.

Excellent oral and written communication skills.

Experience with selling SaaS solutions.

Spend management domain expertise desired.

Must be able to work in a fast-paced and passionate environment.

Bachelor's Degree or equivalent experience required.