The Impact of a Principal Industry Advisory at Coupa: Help our prospects and customers accelerate their Total Spend Management (TSM) maturity and maximize the value they get from Coupa. Establish Coupa as the premier and credible partner in TSM by showcasing our deep industry experience and expertise. Partner with pre and post sales stakeholders to bring industry expertise to all facets of Coupa’s customer value lifecycle. What You'll Do: Go-to-Market Strategy and Pipeline Generation: Develop and execute a comprehensive and actionable industry business plan to generate demand and grow the sales pipeline. Sales Cycle Support: Provide senior-level support during sales cycles to increase win rates and deal sizes. Customer Engagement and Adoption: Serve as an on-demand industry expert for strategic customer engagements. Customer Success Stories: Build a strong ecosystem of sub-industry customer references to serve as credible proof points of Coupa’s value proposition. Industry-Focused Marketing: Create compelling, industry-specific content and thought leadership to drive brand awareness and differentiation. Strategic Account Support: Offer industry advisory for account planning and help shape engagement strategies for key strategic accounts. Feedback and Innovation: Act as a crucial link for market feedback and collaborate with Product teams to integrate research and industry knowledge into the software.