• Develop and nurture relationships within accounts in your territory • Lead a mid-market engagement process that is based on MEDDPICC (MEDDIC) and champion-based selling to mid-market organizations. • Manage complex sales cycles, adaptation of tendering processes and major responsibility in extensive contract negotiations with users, influencers, and decision-makers at the CxO management level • Exceed monthly/quarterly sales targets by driving new opportunities and selling mid-market platform solutions that align with the customer’s product needs and business priorities. • Generate short-term results whilst maintaining a long-term perspective to improve overall revenue generation • Partner with Sales Development /Solution Engineering and Customer Success assigned to your territory to prioritize opportunities and apply appropriate resources • Exceed activity, pipeline, and revenue goals on a quarterly basis • Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce

• Develop and manage strong relationships with assigned accounts to support the overall sales and account strategy. • Drive revenue growth by expanding existing accounts, identifying new business opportunities, and supporting cost-reduction initiatives. • Serve as the primary customer interface, leading communication and engagement at appropriate customer levels. • Negotiate, implement, and manage contracts and payment terms within authorized guidelines. • Coordinate and resolve production, distribution, and delivery issues to ensure customer expectations are met. • Act as the voice of the customer internally, championing customer needs and driving satisfaction improvements using data. • Collaborate cross-functionally and across business units to execute account strategies and support account development. • Maintain accurate sales forecasts, track performance against targets, and support Customer Focus Six Sigma initiatives.

• Drive revenue growth across a named territory of large FSI accounts • Lead complex, multi-threaded sales cycles • Build executive relationships and cultivate day-to-day champions • Quantify value with clear ROI cases • Partner closely with Field Engineering and AI Deployment team

• Prospecting, building pipeline, and selling Coupa’s cloud-based spend management solutions. • Engaging with C-level executives to communicate Coupa’s strategic value proposition and close large, six-figure-plus deals. • Collaborating with customers and internal teams to develop joint vision roadmaps that outline the value Coupa will deliver. • Creating and maintaining actionable account plans to guide strategy development and identify new business opportunities. • Providing accurate forecasts and monthly reports to the sales manager to communicate pipeline health, significant market trends, and any potential risks that could affect target attainment.