• 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.

• 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.