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Vp, Mid Market Sales, Anz

Coupa - Melbourne, VIC

Source: uWorkin


Full Job Description
Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a “Great Place to Work” by the Great Place to Work organization. We deliver “Value as a Service” by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. The Coupa platform provides greater visibility into and control over how companies spend money. Customers - small, medium and large - have used the Coupa platform to bring billions of dollars in cumulative spend under management.

Do you want to work for Coupa Software, the world's leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we’re building a great company that is laser focused on three core values:

1. Ensure Customer Success - Obsessive and unwavering commitment to making customers successful.
2. Focus On Results - Relentless focus on delivering results through innovation and a bias for action.
3. Strive For Excellence - Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

Reporting directly to our Senior Vice President Sales in ANZ, this Regional Sales Leadership position will develop and execute strategic sales initiatives into our largely untapped mid-market in ANZ We are looking for someone to lead and grow a new team in ANZ with a focus on direct sales to target accounts with revenue less than $1.0B.
This role will also involve co-selling with in-country Resellers and Alliance Partners. The RVP, Mid-Market Sales, ANZ will personally build out the Coupa presence in the Region and hire top sales talent.

On a daily basis, you will…..

Build and lead the Coupa Sales team in the Region with a focus on recruiting and developing the very best talent
Co-sell with in-country Resellers and Alliance Partners as needed
Lead by example on sales processes and best practices
Deliver weekly sales updates for the region and maintain the system of record in Salesforce
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
Develop sales plans for targeted accounts, sub-regions and vertical segmentsAlign 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
Assist in the development of localised content for sales enablement programs for the region
Develop and improve localised competitive positioning and messaging to enable the sales team
Our ideal candidate…..

Is able to demonstrate a successful career both as a regional sales manager and as an individual contributor
Should be capable of personally delivering on direct sales targets while recruiting and managing a high functioning team in the region
Has strong empathy and able to identify strategic customer pains and develop unique and compelling value propositions that focus on delivering business value
Is a collaborative team player working cross-functionally
Should expect to travel extensively
Has strong mentoring capability able to coach sales talent
Can demonstrate a successful track record of engaging at all levels in an organisation from a functional level up to C-level executives


At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. It’s our people who make it happen, and we strive to attract and retain the best in every discipline.

We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches…And much more!

As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.

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