Deal Desk Specialist

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.

The Deal Desk Specialist is a key member of Coupa’s Finance Operations Team and will report directly to the Senior Manager, EMEA Deal Desk. The qualified candidate will assist in managing the APAC and EMEA Deal Desk function and support the Sales team in successfully selling Coupa’s products and services portfolio.

This is a highly visible position which requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business skills to assess requests and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-tech company, particularly interfacing between Sales teams and internal cross-functional stakeholders.

We are looking for a results-driven, self-starter to join our team. This individual will be a trusted advisor to the sales team while ensuring all deals meet the regulatory, auditable and financial controls that Coupa has established. 

The main function of the Deal Desk is to provide guidance to the Sales teams in the development of proposals and quotes for existing and prospective customers to ensure that Coupa is able to win deals, increase market share and grow the revenue stream from Coupa’s Cloud offerings. In addition, the Deal Desk Specialist will advise and coach sales personnel on objection handling techniques, alternative contracting options, and competitive value propositioning to help drive deal closure and improve sales velocity. This may include regular direct interaction with customers, prospects and reseller partners.

The position plays a key role in the development, delivery, management and continuous improvement of sales training and enablement programs that aim at deal structuring, pricing, quoting, contract management, revenue optimization and competitive win programs. This position will require significant multi-tasking and willingness to take on various sales-related responsibilities as assigned. An additional language (German or French preferably) is an advantage.

What you will do:

• Assist in managing the APAC and EMEA Deal Desk function by working with the field sales team in deal structuring, quoting and pricing, special terms and exception approvals management
• Work with Finance to ensure all deals have the appropriate booking packages. This includes fully executable agreements and proof of delivery
• Assist the field organization during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, as well as Booking-to-Renewal/Cross-sell/Up-sell
• Participate in the review of, and response to RFP’s, RFI’s, RFQ’s
• Establish and enforce contracting guidelines and methodology; work with corporate functions to develop and train field operations on best practices for fulfilling standard as well as non-standard deals, including communications to sales, services and management teams on contracting best practices
• Assist in training sales and channel partners on pricing, quoting and contracting models as well as consult with field teams on specific contracts where appropriate
• Identify and analyze problems using sound judgment and creatively determine solutions in order to effectively resolve issues and continuously improve business processes and systems
• Ensure and manage data quality in SFDC for all proposed and closed quotes/deals. This includes special customer pricing, customer entitlements, and deal amounts

What you will bring to Coupa:

• Solid understanding of various licensing models including, but not limited to, named and concurrent users, ELAs, term and subscription-based pricing, as well as hosted (SaaS) and Cloud models
• Strong understanding of revenue recognition considerations required
• Strong financial modeling and analysis skills; program and project management skills required
• Excellent written and verbal communication skills; must be comfortable presenting business cases and complex pricing proposals to senior executives
• Experience with business intelligence, reporting & analytics tools; Salesforce.com (SFDC) and Enterprise quoting and exception approval workflow systems

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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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