RVP, Industry Advisory - 10478
Sao Paulo, Brazil
Sales – Strategic Value Advisory Services /
Director /
Remote
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, Industry Advisory at Coupa:
Your mission is to build, lead, and scale a world-class Industry Advisory team that establishes Coupa as the premier partner in Total Spend Management (TSM). You will drive the strategic vision for the team, empowering them to accelerate our customers' TSM maturity and maximize the value they get from Coupa. By leading the partnership with pre- and post-sales stakeholders, you will ensure your team provides deep industry expertise across all facets of the customer value lifecycle, constantly pushing the bounds of customer maturity.
What You'll Do:
- Setting Strategic Direction: Direct the development and execution of high-quality, actionable industry business plans to grow the sales pipeline and drive market demand. You will own the team's overall go-to-market strategy, including business and partner development initiatives.
- Leading Team & Talent Development: Recruit, manage, coach, and mentor a high-performing team of Senior Principals. You are responsible for scaling best practices into trainable programs that enable your team and the wider field organization to execute flawlessly.
- Driving Executive Engagement & Deal Support: Act as the executive sponsor for strategic accounts and the largest, most complex deals. Guide your team in providing expert, senior-level sales cycle support to increase win rates and grow deal sizes. You will personally engage with C-level executives on the most critical accounts.
- Championing Product and Research Collaboration: Drive the strategic collaboration between your team, the Product organization, and the Coupa Spend Lab (Research). You will ensure that your team’s industry knowledge and market feedback are effectively integrated into the software to improve customer maturity.
- Overseeing Customer Success & Value Realization: Hold your team accountable for successfully engaging customers across the entire lifecycle. Ensure the team is leading impactful executive discussions and value workshops that help customers accelerate their TSM maturity and maximize the value they receive from Coupa.
- Elevating Market Presence & Thought Leadership: Oversee the team's creation of compelling, industry-specific content and thought leadership that drives awareness and differentiation for Coupa in the market. You will set the strategy for the team's presence at industry events and in the media.
What You Will Bring to Coupa:
- Leadership Experience: A minimum of 9-12 years of professional experience, with significant time spent in a senior leadership capacity within large, multi-national software or IT organizations. Demonstrated success in building, leading, and mentoring high-performing, customer-facing advisory or consulting teams.
- Executive Presence & Communication: World-class executive presence and credibility. You must possess crisp and effective written and verbal communication skills, with a proven ability to build trust and lead discussions with senior executives at customer accounts.
- Strategic & Business Acumen: Proven ability to develop and execute overarching go-to-market strategies and industry-specific business plans.
- Sales Partnership: Deep experience working with and influencing Sales Management and Field Sales organizations to design sales campaigns, shape competitive positioning, and drive enablement.
- High-Pace Environment: Ability to thrive and lead in a fast-paced, results-oriented environment, with a passion to win and a relentless drive for excellence.
- Education: An MBA or advanced degree in finance, economics, or a related field is strongly preferred.
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