• 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.

• Develop relationships with local, regional, and national brokers to generate new business revenue, as well as protect and grow existing business. • Travel 50%+ of the time • Proactively foster positive relationships with clients in order to achieve a mutual understanding of and develop creative solutions to meet customer needs. • Build Globe Life Group Benefits brand awareness and provide product expertise and service support for the broker community. • Manage the entire sales process through cold calling, appointment setting, RFP responses, product training, and attending industry events. • Meet annual new business development targets and deliver upon renewal targets. • Develop a marketing plan for the territory, in conjunction with senior management, outlining expectations for the territories sales plan and for relationship building with broker and key distribution partners. • Work with management to develop sales channels specific to the supplemental health market. • Participate in conferences, webinars and events that promote Globe Life Benefits key products in its target markets. • Comply with all company, regulatory and legal requirements.