Lead and scale the EMEA Solution Advisory organization to support sales by articulating Coupa's BSM value, recruiting and coaching presales talent, driving presales strategy and advanced demos, engaging C-level customers on strategic opportunities, collaborating cross-functionally, and ensuring operational excellence to maximize revenue, renewals, retention, and customer success. Requires frequent regional travel.
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 RVP, Solution Advisory at Coupa:
The RVP, Solution Advisory for Europe, Middle East and Africa (EMEA) is a critical, high-impact leadership role responsible for driving the success and strategic direction of the Solution Advisory team within the region. This RVP will lead, coach, and scale a team of high-performing Solution Advisors (SA’s) and SA Leaders, who are responsible for partnering with the EMEA Sales organization to articulate the value of Coupa's Business Spend Management platform to prospective and existing customers. The ideal candidate is a strategic thinker with a strong domain background, exceptional leadership skills, and a proven track record in leading successful enterprise software pre-sales organizations.
What You’ll Do
- Leadership and Strategy:
- Define and execute the EMEA Solution Advisory strategy in alignment with regional sales goals, ensuring effective coverage for all market segments.
- Serve as a key member of the EMEA Sales leadership team, providing strategic insight into market trends, competitive positioning, and customer requirements.
- Drive thought leadership and innovation in how the Solution Advisory team engages with customers and prospects, including the use of advanced demonstration techniques and value-based selling methodologies.
- Facilitate the sharing of knowledge and scaling of best practices across the broader organization, while driving continuous innovation and creativity.
- Team Development and Management:
- Recruit, develop, and retain a world-class team of Solution Advisors, fostering a culture of excellence, collaboration, and continuous professional development.
- Provide hands-on coaching, performance management, and career path guidance.
- Manage resource allocation across the region, prioritizing opportunities to maximize impact on revenue, renewal, retention and customer success targets.
- Facilitate a positive team attitude, outlook and work ethic that helps ensure Coupa continues to be a fantastic place to work.
- Ensure operational and administrative excellence.
- Sales and Customer Engagement Success:
- Ensure the Solution Advisory team effectively translates complex business challenges into compelling technical solutions and quantified business value that differentiate Coupa against the competition.
- Act as a trusted advisor and executive sponsor for key accounts and strategic opportunities, engaging with C-level executives to present Coupa’s vision and value proposition.
- Cross-Functional Collaboration:
- Partner closely with Sales, Services, Product Management, and Marketing to ensure alignment towards company goals and maintain Coupa’s leadership position and brand in the industry.
What You Will Bring to Coupa
- 10+ years of experience in enterprise software pre-sales, solution consulting, or solution architecture, with a minimum of 5 years in a leadership/management capacity.
- Proven success leading and scaling a regional or national team of presales professionals.
- Deep understanding of the Business Spend Management (BSM) space, including Procurement, Invoicing, Expenses, and related financial processes.
- Strong executive presence and exceptional presentation, communication, and interpersonal skills.
- Demonstrated ability to develop and execute complex pre-sales strategies in highly competitive environments.
- Bachelor’s degree in Business, Finance, or a technical field; Master’s degree preferred.
- Ability to travel up to 50% to customer sites and company meetings within Europe, Middle East and Africa.
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.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
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