Deal Desk Specialist

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.

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The Impact of the Deal Desk Specialist to Coupa

The Deal Desk Specialist is a key member of Coupa’s Finance Operations Team and will report directly to the Senior Manager, EMEA Deal Desk. The qualified candidate will assist in managing the APAC Deal Desk function and support the Sales team in successfully selling Coupa’s products and services portfolio.

The main function of the Deal Desk is to provide guidance to the Sales teams in the development of proposals and quotes for existing and prospective customers to ensure that Coupa is able to win deals, increase market share and grow the revenue stream from Coupa’s Cloud offerings. In addition, the Deal Desk Specialist will advise and coach sales personnel on objection handling techniques, alternative contracting options, and competitive value propositioning to help drive deal closure and improve sales velocity. This may include regular direct interaction with customers, prospects and reseller partners.

The position plays a key role in the development, delivery, management and continuous improvement of sales training and enablement programs that aim at deal structuring, pricing, quoting, contract management, revenue optimization and competitive win programs. This position will require significant multi-tasking and willingness to take on various sales-related responsibilities as assigned.

What you will do:

• Assist in managing the APAC and EMEA Deal Desk function by working with the field sales team in deal structuring, quoting and pricing, special terms and exception approvals management
• Work with Finance to ensure all deals have the appropriate booking packages. This includes fully executable agreements and proof of delivery
• Assist the field organization during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, as well as Booking-to-Renewal/Cross-sell/Up-sell
• Participate in the review of, and response to RFP’s, RFI’s, RFQ’s
• Establish and enforce contracting guidelines and methodology; work with corporate functions to develop and train field operations on best practices for fulfilling standard as well as non-standard deals, including communications to sales, services and management teams on contracting best practices
• Assist in training sales and channel partners on pricing, quoting and contracting models as well as consult with field teams on specific contracts where appropriate
• Identify and analyze problems using sound judgment and creatively determine solutions in order to effectively resolve issues and continuously improve business processes and systems
• Ensure and manage data quality in SFDC for all proposed and closed quotes/deals. This includes special customer pricing, customer entitlements, and deal amounts

What you will bring to Coupa:

• Solid understanding of various licensing models including, but not limited to, named and concurrent users, ELAs, term and subscription-based pricing, as well as hosted (SaaS) and Cloud models
• Strong understanding of revenue recognition considerations required
• Strong financial modeling and analysis skills; program and project management skills required
• Excellent written and verbal communication skills; must be comfortable presenting business cases and complex pricing proposals to senior executives
• Experience with business intelligence, reporting & analytics tools; Salesforce.com (SFDC) and Enterprise quoting and exception approval workflow systems