Deal Desk Specialist, Coupa
Business spending management platform
Be an early applicant
Business spending management platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-technology company, particularly interfacing between Sales teams and internal cross-functional stakeholders
- We are looking for a results-driven, self-starter to join our team
- Minimum of 1-5 years of demonstrated work experience in related fields; Software Sales/Software Accounting/Finance/Revenue Recognition/Legal/Sales Planning/Operations or Business Contracting
- BS/BA Required
- Must be fluent in English (Portuguese is a huge plus)
- Excellent understanding of various licensing models including but not limited to named and concurrent users, ELAs, term and subscription-based pricing, as well as hosted (SaaS) and Cloud models, Knowledge of GSA practices and international pricing preferred
- Strong understanding of revenue recognition considerations required
- Strong financial modeling and analysis skills; program and project management skills required
- Excellent written and verbal communication skills; Must be comfortable presenting business cases and compel pricing proposals to senior executives
- Experience with Business Intelligence, Reporting & Analytics Tools; Salesfoce.com and Enterprise quoting and exception approval workflow systems
What the job involves
- The Deal Desk Specialist is a key member of Coupa’s Sales Operations Team
- The qualified candidate will manage the Deal Desk function and support the sales team in successfully closing deals for Coupa’s products and services portfolio
- This is a highly visible position which requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services
- Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business skills to assess request and find solutions that meet stakeholder needs
- This individual will be a trusted advisor to the sales team while ensuring all deals meet the regulatory, auditable and financial controls that Coupa has established
- The main function of the Deal Desk is to provide guidance to the Sales teams in the development of proposals and quotes for existing and prospective customers to ensure that Coupa is able to win deals, increase market share and grow the revenue stream from Coupa’s Cloud offerings
- Manage the Deal Desk Function and assist the sales team with Deal Structuring, Quoting and Pricing, Special Terms and Exception Approvals Management
- Work with finance to ensure all deals have the appropriate bookings packages. This includes fully executable agreements
- Assist the Field Organization during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, Booking-to-Renewal/Cross-sell/Up-sell
- Participate in the review of and response to RFP’s, RFI’s, RFQ’s as needed
- Establish and enforce contracting guidelines and methodology; work with corporate functions to develop and train field operations on best practices for fulfilling standard as well as non-standard deals, including communication to sales, services and management teams on contracting best practices
- Identify and analyze problems using sound judgement and creatively determine solutions in order to effectively resolve issues and continuously improve business process and systems
- Ensure and manage data quality in Salesforce.com for all proposed and closed quotes/deals. This includes special customer pricing, customer entitlements and deal amounts
Our take
In 2006, Noah Eisner co-founded Coupa with Ravi Thakur, two fintech start-up specialists as a provider of business spending management (BSM) services. Coupa has grown into its niche with its comprehensive platform allowing companies greater control over their spending, supply network and chain optimization, liquidity management and solutions for payment.
Coupa has been recognized as a leading brand in third party risk management (TPRM). Using artificial intelligence software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions.
TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Acquired in early 2023 by Thoma Bravo, Coupa is a company to watch, as progress in AI software could open opportunities for greater software automation on its platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2015
$80m
SERIES G
Mar 2014
$40m
SERIES F
Total funding: $169m
Company benefits
- Employee stock purchase program
- Health benefits for employees and their families
- Retirement and savings plans
- Flexible work environment
Company values
- Ensure customer success
- Focus on results
- Strive for excellence
Company HQ
Town Center, Foster City, CA
Articles
Leadership
J. Charles Goodman
(Chairman of the Board, not founder)Serves as Chairman of the Board for multiple companies, including Proofpoint, Anaplan and Bottomline Technologies.
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