Channel Sales Executive, 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
- Proven software sales experience (preferably with heavy partner interaction)
- Strong sales & negotiation experience coupled with high performing closing results – president’s club and other awards
- Experience in sales forecasting & daily hunting abilities while prospecting
- Clear business spend management knowledge on Coupa and the wider sector
- Willingness to travel up to 50% -- must insist on meeting clients and partners on-site to strengthen relationships and increase likelihood of success
What the job involves
- As a Channel Sales Executive at Coupa, you will significantly impact our organization by actively participating in the development of an Indirect Sales model, focused on partner-led sales of Coupa Software as well as supporting and managing 4+ Coupa Partner Resellers to generate indirect pipeline within their existing client base and beyond
- Your contributions will also generate new pipeline by prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interest
- Accurately forecast deals weekly both in applications like Salesforce and CLARI and conduct weekly forecast calls for deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotas
- Participate in all stages of the Coupa Sales cycle to ensure both customer and partners are properly educated on Coupa solution offerings and overall fit – Ensuring Customer Success
- Regularly meet with partners on deal strategy for any part of the sales cycle and assist in client presentation material, RFP submissions, or pre-sales support requests to improve win rates across all deals
- Provide and edit Licensing Quotes to Partners for all Coupa Reseller Deals
- Regularly attend and host industry and partner events in the field – examples include conferences, user groups, virtual customer fireside chats, and exec connect dinners as well as conduct research on competitors, market, and industry trends
- Educate and train both new and existing partners on how to effectively represent, position, and sell Coupa solutions as well as assess and participate in the constant education and onboarding of each partner to improve their understanding of Coupa and overall selling skillset
- Create and analyze monthly, quarterly, and yearly reporting to recognize areas of strength and opportunity for growth across each Partner’s Coupa Reseller business and organize and conduct Quarterly Business Reviews with each partner
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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