Principal Industry Advisory - 10476

coupa-software-inc-ats-1; Pennsylvania; On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off (VTO)

Employee Assistance Program (EAP)

Travel Protection

Referral Bonus Program

Job summary

Coupa Software, Inc. is seeking a Principal Industry Advisor to drive go-to-market strategy and accelerate customer value realization across strategic accounts.

You will lead executive-level discussions, shape industry narratives, and partner with sales, product, and services to maximize Coupa’s impact on total spend management. You will guide demand generation, craft industry-specific content, and help customers accelerate their maturity with Coupa’s platform, while collaborating across global

Qualifications

• Minimum 9–12 years in large multi-national software or IT orgs.
• Direct experience with Sales Management and Field Sales.
• Ability to develop industry go-to-market strategies.
• Excellent written and verbal communication; compelling industry narratives.
• Proven project management and multitasking abilities.
• Translate best practices into scalable enablement programs.

Responsibilities

• Develop and execute an actionable industry GTM plan to generate demand.
• Provide senior-level support during sales cycles to increase win rates.
• Lead executive engagements and business value workshops with customers.
• Build ecosystem of sub-industry customer references to accelerate pipeline.
• Create industry-focused content and represent Coupa at events/webinars.
• Offer industry advisory for account planning and engagement strategies for strategic accounts.
• Collaborate with Product teams to feed market feedback into software to improve customer maturity.

Skills

Executive presence

Strategic planning

Communication skills

Project management

Industry advisory

Go-to-market strategy

Sales collaboration

Education

MBA or related finance/economics degree

Job description

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.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

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. This runs the entire customer value lifecycle from early demand generation through to existing customers. Partnering with pre and post sales stakeholders to being industry expertise to all facets of Coupa’s customer value lifecycle with the north star goal of constantly pushing the bounds of customer maturity.

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. This includes enabling sales teams and partners to effectively differentiate Coupa in the marketplace.
• Sales Cycle Support: Provide senior-level support during sales cycles to increase win rates and deal sizes. This involves ensuring the correct industry messaging is embedded in RFP responses, business cases, and product demonstrations.
• Customer Engagement and Adoption: Serve as an on-demand industry expert for strategic customer engagements. You will lead executive-level discussions, conduct business value assessment workshops, and focus on helping customers accelerate their TSM maturity to maximize the value they get from Coupa. You will also support post-sale advisory meetings and help ensure successful customer adoption.
• Customer Success Stories: Responsible for building a strong ecosystem of sub-industry customers references that can serve as credible proof points of Coupa’s value proposition. This curation of customer stories becomes a strategic asset, driving peer influence, industry credibility, and ultimately accelerating pipeline conversion.
• Industry-Focused Marketing: Create compelling, industry-specific content and thought leadership to drive brand awareness and differentiation. You will represent Coupa at industry events, webinars, and through various media channels.
• 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. You will collaborate directly with Product teams and the Coupa Spend Lab (Research) to help integrate research and industry knowledge into the software to improve customer maturity. This includes managing dedicated feedback loops for both teams.

What You Will Bring to Coupa:

• Experience: A minimum of 9-12 years of professional experience in large, multi-national software or IT organizations, with proven expertise in at least one industry or solution segment. Experience working directly with Sales Management and Field Sales is required.
• Executive Presence: Strong customer-facing skills with the ability to build credibility and trust with individuals at all organizational levels, from analysts to senior executives.
• Strategic Planning: The ability to develop and articulate industry-specific go-to-market strategies.
• Communication Skills: Excellent written and verbal communication skills, with the ability to convey crisp, effective, and compelling industry-specific narratives.
• Project Management: Proven project management and multitasking abilities, with a strong capacity for collaboration with both internal and external stakeholders under tight timelines.
• Enablement and Scalability: The ability to translate best practices into scalable and trainable programs and materials for various internal teams.

Additional Considerations:

• Personal Attributes: Must be able to thrive in a fast-paced environment with a passion and hunger to win, succeed, and strive for excellence.
• Education: An MBA or an advanced degree in finance, economics, or a related field is strongly preferred.

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive.

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.

Please be advised that inquiries or resumes from recruiters will not be accepted.

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