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Channel Sales Manager

extra holidays - extra parental leave

Remote:

Full Remote

Contract:

Full time

Experience:

Senior (5-10 years)

Work from:

France

Offer summary

Qualifications:

5+ years of software sales experience with partner interaction, Strong sales negotiation skills and track record, Experience in sales forecasting and prospecting, Knowledge of Coupa and broader business spend management, College degree in business or related field.

Key responsabilities:

Develop indirect sales model for Coupa Software
Manage Coupa Partner Resellers and generate pipeline
Conduct weekly forecast calls and deal strategy meetings
Educate partners on Coupa solutions and market trends
Analyze performance reports and conduct quarterly reviews

Coupa Computer Software / SaaS Large https://www.coupa.com/

1001 - 5000 Employees

HQ: San Mateo

See more Coupa offers

Job description

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

What you will do:

Actively participate in the development of an Indirect Sales model, focused on partner-led sales of Coupa Software

Support and manage 4+ Coupa Partner Resellers to generate indirect pipeline within their existing client base and beyond

Generate new pipeline by prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interest

Conduct weekly forecast calls for deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotas

Accurately forecast deals weekly both in applications like Salesforce and CLARI

Participate in all stages of the Coupa Sales cycle to ensure both customer and partners are properly educated on Coupa solution offerings and overall fit – Ensuring Customer Success

Regularly meet with partners on deal strategy for any part of the sales cycle

Assist in client presentation material, RFP submissions, or pre-sales support requests to improve win rates across all deals

Provide and edit Licensing Quotes to Partners for all Coupa Reseller Deals

Regularly attend and host industry and partner events in the field – examples include conferences, user groups, virtual customer fireside chats, and exec connect dinners

Educate and train both new and existing partners on how to effectively represent, position, and sell Coupa solutions

Conduct research on competitors, market, and industry trends

Create and analyze monthly, quarterly, and yearly reporting to recognize areas of strength and opportunity for growth across each Partner’s Coupa Reseller business

Organize and conduct Quarterly Business Reviews with each partner

Assess and participate in the constant education and onboarding of each partner to improve their understanding of Coupa and overall selling skillset

What you will bring to Coupa:

5 or more years of software sales experience (preferably with heavy partner interaction)

Strong sales & negotiation experience coupled with high performing closing results – president’s club and other awards

Experience in sales forecasting & daily hunting abilities while prospecting

Clear business spend management knowledge on Coupa and the wider sector

Willingness to travel up to 50% -- must insist on meeting clients and partners on-site to strengthen relationships and increase likelihood of success

College degree in business or a related field

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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