RVP, Enterprise

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. 

Impact of the RVP Enterprise Role

Lead the Enterprise Sales team in Japan and drive strategic value propositions to C-level prospects, positioning Coupa as the top choice in cloud/SaaS software solutions. Join us in building a world-class sales organization and delivering business value to our customers.

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 Salesforce.com
• 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
• Fluent Japanese and English
• 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 has the ability to 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

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At Coupa, we celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 

Please be advised that inquiries or resumes from recruiters will not be accepted.

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