Build and lead the mid-market sales team in the region helping to source and recruit
Co-sell with resellers and Alliance Partners as needed
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
Develop and deliver 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
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 region
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