Deal Desk Specialist - 10697

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The Impact of a Deal Desk Specialist at Coupa:

The Deal Desk Specialist is a key member of Coupa's Sales Operations Team. The qualified candidate will manage the Deal Desk function and support the sales team in successfully closing deals for Coupa's products and services portfolio. This is a highly visible position which requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business skills to assess requests and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-technology company, particularly interfacing between Sales teams and internal cross-functional stakeholders. We are looking for a results-driven, self-starter to join our team. This individual will be a trusted advisor to the sales team while ensuring all deals meet the regulatory, auditable and financial controls that Coupa has established. 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.

What You'll Do:

• Manage the Deal Desk function by supporting the sales team with deal structuring, quoting, pricing, special terms, and exception approval processes.

• Collaborate with finance to ensure all deals have proper CPQ approvals and complete, executable bookings packages.

• Support the Field Organization throughout the customer/contract lifecycle, from lead-to-quote through to renewal, cross-sell, and up-sell.

• Participate in reviewing and responding to RFPs, RFIs, and RFQs as needed.

• Develop and enforce contracting guidelines and train field operations on best practices for both standard and non-standard deals.

• Ensure Salesforce data quality for all quotes and deals, including special pricing, entitlements, and deal amounts, while continuously improving related processes and systems.

What You Will Bring to Coupa:

• Experience: 1-5 years in Software Sales, Accounting, Finance, Revenue Recognition, Legal, Sales Planning, Operations, or Business Contracting; BS/BA degree required.

• Language Skills: Fluency in English required; Portuguese is a strong plus.

• Licensing Knowledge: Solid understanding of licensing models (e.g., named/concurrent users, ELAs, term/subscription pricing, SaaS/Cloud); knowledge of GSA and international pricing is preferred.

• Revenue & Finance: Strong grasp of revenue recognition principles and financial modeling/analysis; program and project management skills required.

• Communication: Excellent written and verbal communication; capable of presenting business cases and pricing proposals to senior executives.

• Systems Proficiency: Experience with Salesforce.com, quoting/approval workflow systems, and Business Intelligence, Reporting & Analytics tools.

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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.

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