Account Director, Enterprise Accounts Job Description Template
Our company is looking for a Account Director, Enterprise Accounts to join our team.
Responsibilities:
- Develop and deliver world-class Executive Sales proposals to C-level prospects;
- Adopt the concept of Business Value Selling within the context of the Challenger Sale model;
- Engage with C-level prospects to position Coupa’s enterprise value proposition and drive deals to closure;
- Forecasting accurately (benchmark +/- 10%);
- Exceed annual sales targets;
- Create and execute Field Sales Campaigns to create demand;
- Align overall value messaging targeted towards the chief economic buyer in target accounts;
- Implement our Coupa Sales Best Practices;
- Prospecting, building the pipeline and selling Coupa cloud-based spend management solutions to enterprise Coupa clients;
- Develop an Enterprise Account Plan for each enterprise account, then drive the execution of that plan to success;
- Engage with C-level prospects to position Coupa’s enterprise value proposition and quarterback the deal to closure;
- Provide pro-active, trusted thought leadership to target accounts;
- Co-sell with Resellers and Alliance Partners as needed;
- Maintain the system of record in Salesforce.com;
- Build out an account penetration model that encourages multi-angle access into key accounts.
Requirements:
- Strong executive presence – very comfortable with C-level executives, especially CFOs;
- Excellent oral and written communication skills;
- Great at building relationships and working within a team-selling environment;
- Assertive, Passionate, Consultative, loves to compete and win;
- Spend management domain expertise desired;
- Experience with selling SaaS solutions;
- Expertise in managing multi-stakeholder sales cycles and closing large deals;
- Organized and specific experience with enterprise account planning;
- Ability to prospect within greenfield accounts;
- Strong and demonstrable direct sales experience in the software industry;
- Must be able to work in a fast-paced and passionate environment;
- Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
- Bachelor Degree or equivalent experience required;
- Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client;
- Consistent track record of achieving/exceeding sales quota (SaaS).