• Build and lead the Coupa Sales team in the Region • Enable the Sales team on the Coupa sales processes and best practices • Deliver weekly Sales updates for the Region and maintain the system of record in Salesforce • Develop and deliver world class Executive Sales proposals to C-level prospects • Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure • Adopt key sales training and coaching programs to drive Business Value Selling within the context of the Challenger Sale model to help team members close business, where applicable • Develop sales plans for targeted accounts, sub-regions and vertical segments in the region • Align overall value messaging targeted towards the chief economic buyer in target accounts • Build out an account penetration model that encourages multi-angle access into key accounts • Execute Field Sales Campaigns against targeted verticals or competitive take-out targets in the region • Assist in the development of localized content for sales enablement programs for the region • Develop and improve localized competitive positioning and messaging to enable the sales team • Engage in training, certification and on-boarding activities for the regional Field Sales organization • Co-selling with in-country Alliance Partners as needed