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    Senior Enterprise Account Development Representative - United Kingdom - Coupa Software Inc.

    Coupa Software Inc.
    Coupa Software Inc. United Kingdom

    2 weeks ago

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    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.

    We are looking for highly motivated, energetic and driven sales professionals to work as part of our thriving sales development team to prospect and qualify potential prospects in order to help fuel our growth in Germany. You will possess sound business acumen that can influence decision-making and a can-do attitude. Coupa is growing at a phenomenal rate and with that comes significant career growth opportunities for consistent performers.

    #LI-PC1

    Round 1 of the interview is the Sanoxen Sales Simulatio. The Document below should be provided to the candidate when arranging the respective interview.

    Company summary details:

    ● Other locations: 24 locations globally

    ● Harry Styles CFO

    Background:

    Sanoxen is one of the world's leading pharmaceutical companies, producing medicines, vaccines, hospital supplies along

    with hygiene and sanitary products. Sanoxen was formed by the merger of 3 of the world's leading pharmaceutical

    companies Axiva, Sopra and Ventis in 2020 in a move designed to better leverage the R&D facilities of Axiva within Sopra

    and Ventis.

    Sanoxen revenues have stagnated somewhat in recent years and growth remains below internal and external expectations

    for the consolidated organisation. The slowdown in growth can be explained in part by the delay in several new product

    launch releases, competition from other companies reproducing alternative drugs that are out of patent and significant

    problems in the integration of 3 companies from a people, process and technology perspective.

    Sanoxen has recently taken a decision to cut headcount by 10,000 employees and is investigating means to remove

    duplication in technology and business processes, and evaluate other technologies that deliver a demonstrable return on

    investment through automation, efficiency and greater governance and control at lower overall TCO wherever possible.

    Currently, Sanoxen is not a customer of Coupa. Instead, Sanoxen, with its European heritage has invested heavily in SAP ERP

    and consumes a number of solutions to manage expenditure from SAP, alongside various solutions from other vendors such

    as Oracle, iValua, Proactis and SciQuest. Some of these solutions are used to good effect, others less so.

    Preparation:

    ● Read the case;

    ● Research Coupa, our product and the business value Coupa provides.

    ● Find a public Coupa customer reference, relevant to the case. (

    Task:

    ● 24 hrs before this Sales Simulation you are to send a prospecting email to the hiring manager. In the email, you

    are to show your ability to craft an introductory cold email, targeting your chosen persona with the goal of

    scheduling a discovery call. Keep in mind that we value concise, compelling, and research driven messaging.

    ● Plan for a 15-minute qualification call with your chosen Persona from the list above.

    ● This will be the first call, following a previous email that has not been replied to by the Persona.

    ● In the call, you are to introduce yourself as a Coupa employee (ADR), provide a reason for your call and then ask

    questions to gather as much information about the organisation, the contact (CIO, CFO or CPO) and the

    challenges they are facing. You need to also consider the objectives Sanoxen are looking to achieve.

    Goal:

    ● Use PACT (Pain, Authority, Consequence, Timeline) methodology to drive the conversation.

    ● Address any objections.

    ● Establish a next step, preferably a new meeting with the Account Executive.

    Tips/Tricks:

    ● Seek to understand / Qualify the situation / Quantify the business problem.

    BEST OF LUCK

    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.

    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.

    #J-18808-Ljbffr
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