Sales Capture Director – Coupa
We Are:Connected Solutions works with technology partners that bring the best industry and function capabilities to the market, integrating those solutions with client businesses to bring speed, agility and differentiation to their transformations.Accenture’s Coupa practice helps clients gain full visibility and control over business costs, increasing efficiency and resilience, reducing risk related to third-party relationships, and improving compliance to deliver on a sustainability agenda and support profitable growth. You are:A growth focused sales professional who has successfully created positive impact through year-on-year business expansion. You know – and have run all phases of a sales cycle, including qualification, sales pursuit and close by applying deep sales process and technical expertise. You develop relationships with key buyers and decision-makers at new and existing clients by utilizing a differentiated roadmap and framework leveraging the latest cloud-based technologies.SCL’s will be joining our Americas Sourcing & Procurement tech practice focused on selling services aligned with one of our partners, Coupa. Any incoming SCLs should have robust expertise and knowledge (10+ years) on products and services related to the following digital transformation and spend management attributes. Typical successful sales candidates will be responsible for $15M-$25M in annual sales attainment.The work:
Indirect Spend/Direct Spend
Sourcing Management/Contract Management
Requisitioning, Purchase Orders, Receiving, Inventory, Invoice Processing & Digital Scanning
Integration Management & Middleware
Risk Management and Vendor Onboarding
Change Management
Spend Analytics
Travel & Expense Management
Create solutions to complex technology business problems/opportunities requiring in-depth knowledge of client buyer needs.
Interacts with senior management levels at clients and within Accenture, determines pursuit strategies, develops client messaging plans and relationships, and applies industry-leading Oracle transformation strategies and practices.
Has latitude in decision-making and determining objectives and approaches to critical assignments.
Operates within large teams and directs specific team sales activities.
Travel may be required for this role. The amount of travel will vary from 25 to 100% depending on business need and client requirements.
What you need:
Minimum of 8 years of experience in selling software services
Minimum of 8 years’ Sales Pursuit Management experience.
Experience with Coupa Software or Ivalua Software
Minimum of 2 years’ experience in direct sales with quota, preferably in excess of $10M
Minimum of 2 years' recent experience selling software services in either Coupa, Ivalua, SAP, Ariba, or Oracle
Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)
Bonus points if you have:
Experience with C-Level client relationship building and relationship management.
Proven ability to operate within a team-oriented environment.
Demonstrated commitment, teamwork and collaboration in a professional setting; either military or civilian.
High energy level, focus and ability to work well in demanding client environments.
Excellent communication (written and oral) and interpersonal skills.
Strong leadership, problem solving, and decision-making abilities.
Unquestionable professional integrity, credibility and character.
What’s in it for you?
You will be part of a diverse, vibrant, global Accenture community; teams pushing the boundaries of new business capabilities and emerging technologies and services, sharing their experiences and lessons learned with each other. You’ll have the chance to thrive in an environment where your ideas are valued and your voice matters.
At Accenture, you will be able to work on meaningful and innovative projects, powered by the latest technologies and industry best practices such as event-driven architectures and domain driven design.
Accenture will continually invest in your learning and growth. You'll learn from and work with Accenture’s certified practitioners and Accenture will support you in growing your own tech stack, sales skills, and certifications.
You'll be immersed in the design and implementation of human-centric solutions to help solve complex challenges with some of the world’s largest companies.
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