【COMPANY OVERVIEW】
An international company focus on could-based business spend management solution
【JOB RESPONSIBILITIES】
Surpass yearly sales objectives
Create a strategic account plan for each significant account, then lead the implementation of that strategy to achieve success
Identify potential leads, establish a sales pipeline, and market cloud-based spend management solutions to important client
Interact with top-level executives to present the valuable strategic proposition and guide the deal to completion
Embrace the notion of Business Value Selling as part of the Challenger Sale framework
Offer proactive and reliable thought leadership to specific accounts
Collaborate with Resellers and Alliance Partners when necessary (Resellers and Partners are acquired and managed by the Alliances team
Coordinate client and internal teams to cooperatively develop Joint Vision Roadmaps outlining the promised value and the investments required from the client
Create and implement Field Sales Campaigns to stimulate demand
Construct top-tier Executive Sales proposals for C-level prospects
Provide accurate forecasts (within a benchmark of +/- 10%)
Maintain the official records within Salesforce.com
Develop and present outstanding Executive Sales proposals to C-level prospects
Engage with C-level prospects to present the strategic value proposition of Coupa and finalize deals
Incorporate the concept of Business Value Selling within the framework of the Challenger Sale model (http://www.executiveboard.com/exbd-resources/content/challenger/index.html)
Craft consistent value messaging directed at the primary economic decision-makers in target accounts
Establish a model for penetrating accounts that facilitates multi-faceted entry into key accounts
【REQUIREMENTS】
Expertise in overseeing sales divisions within enterprise-level firms
Proficiency in Business Applications (Back Office/Corporate)
Skilled in second-line management
Track record of thriving amidst competition with major corporations
Adept at English communication: Capable of comprehending internal communication, Sales Kick Off (SKO) events, leadership training, etc., facilitating international business discussions with other geographical sectors, participating in review sessions like forecast calls and business assessments, and engaging effectively with worldwide stakeholders.
【FOR FURTHER INFORMATION】
Contact NAME: Jennifer Yamamoto
jennifer.yamamoto@cornerstone.jp