Principal Industry Advisory - 10476

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.

🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.

🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. 

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. 

The Impact of a Principal Industry Advisory at Coupa:

Help our prospects and customers accelerate their Total Spend Management (TSM) maturity and maximize the value they get from Coupa.

Establish Coupa as the premier and credible partner in TSM by showcasing our deep industry experience and expertise. This runs the entire customer value lifecycle from early demand generation through to existing customers. Partnering with pre and post sales stakeholders to being industry expertise to all facets of Coupa’s customer value lifecycle with the north star goal of constantly pushing the bounds of customer maturity.

• Go-to-Market Strategy and Pipeline Generation: Develop and execute a comprehensive and actionable industry business plan to generate demand and grow the sales pipeline. This includes enabling sales teams and partners to effectively differentiate Coupa in the marketplace.
• Sales Cycle Support: Provide senior-level support during sales cycles to increase win rates and deal sizes. This involves ensuring the correct industry messaging is embedded in RFP responses, business cases, and product demonstrations.
• Customer Engagement and Adoption: Serve as an on-demand industry expert for strategic customer engagements. You will lead executive-level discussions, conduct business value assessment workshops, and focus on helping customers accelerate their TSM maturity to maximize the value they get from Coupa. You will also support post-sale advisory meetings and help ensure successful customer adoption.
• Customer Success Stories: Responsible for building a strong ecosystem of sub-industry customers references that can serve as credible proof points of Coupa’s value proposition. This curation of customer stories becomes a strategic asset, driving peer influence, industry credibility, and ultimately accelerating pipeline conversion.
• Industry-Focused Marketing: Create compelling, industry-specific content and thought leadership to drive brand awareness and differentiation. You will represent Coupa at industry events, webinars, and through various media channels.
• Strategic Account Support: Offer industry advisory for account planning and help shape engagement strategies for key strategic accounts.
• Feedback and Innovation: Act as a crucial link for market feedback. You will collaborate directly with Product teams and the Coupa Spend Lab (Research) to help integrate research and industry knowledge into the software to improve customer maturity. This includes managing dedicated feedback loops for both teams.

• Experience: A minimum of 9-12 years of professional experience in large, multi-national software or IT organizations, with proven expertise in at least one industry or solution segment. Experience working directly with Sales Management and Field Sales is required.
• Executive Presence: Strong customer-facing skills with the ability to build credibility and trust with individuals at all organizational levels, from analysts to senior executives.
• Strategic Planning: The ability to develop and articulate industry-specific go-to-market strategies.
• Communication Skills: Excellent written and verbal communication skills, with the ability to convey crisp, effective, and compelling industry-specific narratives.
• Project Management: Proven project management and multitasking abilities, with a strong capacity for collaboration with both internal and external stakeholders under tight timelines.
• Enablement and Scalability: The ability to translate best practices into scalable and trainable programs and materials for various internal teams.

• Personal Attributes: Must be able to thrive in a fast-paced environment with a passion and hunger to win, succeed, and strive for excellence.
• Education: An MBA or an advanced degree in finance, economics, or a related field is strongly preferred.

The estimated pay range for this role is $150,000 - 203,000 + eligibility for commission with an estimated pay mix of 70/30

The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. 

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