• The Regional VP, Sales role is an individual contributor role focused on selling HealthRules Payer (HRP) to new logo prospects, with an assigned quota and defined territory/account list. • Focus will be on Core Administration Business-Process-As-A-Service (BPaaS), Ecosystem-Platform-As-A-Service (EPaaS), Health Rules Payer (HRP) and Provider Data Management (PDM) solutions for Health Plans and Health Insurance Payer accounts (Regional Health Plans). • Take the lead role in managing the assigned account territory to plan and execute sales strategy to acquire and grow relationships necessary to achieve annual quota. • Manage all phases of the enterprise sales lifecycle including business development, lead identification and qualification, sales strategy, scope construction, proposal development, client presentations and contract negotiations. • Leverage client relationships and detailed knowledge of clients’ commercial processes to ensure predictable execution of deals to achieve new logo revenue goals on an annual basis. • Develop and leverage an in depth understanding of customer needs, industry trends and business and industry priorities, acting as subject matter expert for both internal and external audiences to evangelize Health Edge solutions and services. • Facilitate the development and presentation of customer-focused demonstrations of HealthEdge solutions, working closely with other required resources and the sales support team as required. • Manage the RFI/RFP process for all BPaaS, EPaaS, HRP and PDM focused RFIs/RFPs in the assigned territory. • Show mastery of HealthEdge’s value proposition and align core offerings to develop and present sales proposals. • Interact with all internal constituents necessary to secure sales, including: product management, professional services, finance and development teams when appropriate. • Report status and activity for all sales pursuits on a weekly basis and keep all opportunities accurate in SalesForce.com. • Participate in all facets of the HealthEdge sales team activities, including sales meetings, forecasting sessions, and companywide events. • Perform all job functions consistent with HealthEdge policies and procedures, including those which govern handling of PHI and PII.

• Provide coaching and mentoring that incorporates sales strategy and proven sales methodology • Build and implement annual, and quarter by quarter enablement strategy by working with key stakeholders, assessing needs, and leveraging quantitative and qualitative data. • Make data driven decisions to determine learning gaps and develop/deliver coaching plans to improve productivity. • Align with leadership on strategy and focus areas and achieve buy-in around execution. • Work with sellers and provide feedback to strengthen techniques and identify possible areas of improvement through coaching sessions, training, deal reviews, etc. • Organize, coach/prepare, and evaluate for sales readiness assessments. • Facilitate one to one and group coaching either virtually or in person to drive continual learning and up-skilling sales techniques. • Ensure consistency of methodology and identify opportunities for improvements in existing training content. • Collaborate, align, and work with leaders to build processes that reinforce key learnings • Continuous feedback, reporting and ongoing communication of enablement strategy and programs to sales managers. • Work closely with managers to help identify and nurture emerging leadership talent; using as a feedback loop to content or training gaps to be added to curriculum or programs. • Lead enablement programs to drive continuous improvement in sales productivity and ramp. • Collaborate with the broader enablement and cross functional teams to develop/conduct employee training using a variety of instructional techniques and delivery methods. This includes facilitation of application-based learning. • Build credibility and act as an experienced sales coach to mentor sales representatives and leaders on the mechanics of the sales process, sales methodology, and qualification frameworks (MEDDPICC). • Transform sales mindsets and skill sets through a combination of onboarding, ever-boarding and other enablement programs. • Provide feedback to the curriculum design team to ensure content is up-to-date and relevant. • Support build and monitoring of sales certification processes. • Assist in content creation and drive consumption/utilization of training. • Build repeatable programs to improve yield and actively monitor results. • Create and develop necessary supporting assets and processes to increase sales productivity and standardize the sales motion.

• Responsible for the development and performance of all sales activities in assigned market segment. • Supports and develops growth plans for the given market and customer base. • Establishes plans and strategies to expand the customer base in the marketing area. • Contributes to the development of training and educational programs for client. • Responsible for year on year bookings growth for Prime equipment aligned with the overall company strategy. • Annually develops a business plan and sales strategy for key accounts that ensure attainment of company sales goals and profitability. • Initiates and coordinates development of action plans to penetrate new markets. • Assists in the development and implementation of marketing plans as needed. • Develops relationships across a broad range of disciplines in target accounts to support account development and growth. • Responsible for presenting new product developments and business strategies to customer base within assigned market. • Provides timely feedback to senior management regarding performance. • Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin. • Creates and conducts proposal presentations and RFP responses. • Controls expenses to meet budget guidelines. • Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team. • Delegates authority and responsibility with accountability and follow-up. • Sets examples in areas of personal character, commitment, organizational and selling skills, and work habits. • Maintains contact with all clients in the market area to ensure high levels of client satisfaction. • Demonstrates ability to interact and cooperate with all company employees.

• Providing technical and functional expertise during the sales process. • Demonstrate how Coupa’s TSM platform can meet and exceed the business need of our prospects. • Provide a strong technical understanding of our product with the ability to discuss and demonstrate architect integration. • RFP assistance, Platform Demonstrations, IT Workshops, Statement of Work Creations, Training, Presentations, and Document Creation. • Subject matter expert that can provide valuable sales insights to their salespeople and prospects. • Managing accounts where up to 25% of your time might include travel. • Help to grow Coupa as the leader in Cloud Spend Management space. • Provide Platform Demonstrations, IT Workshops and various trainings • This role will primarily support New Business, Customer Growth and Renewal Opportunities.