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The Role
The Sr. Strategic Value Advisory Services Manager leads value-focused engagements, collaborates with account teams, develops business cases, and communicates findings to executives, driving customer confidence and decision-making.
Summary Generated by Built In
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 Sr. Strategic Value Advisory Services Manager at Coupa:
The Sr. Strategic Value Advisory Services Manager is a customer-facing strategic consultant who partners with account executives and solution advisory to lead value-focused engagements for large enterprise and upper–mid-market organizations (typically F2000). You will work across the sales lifecycle—from early demand generation through deep discovery, business case development, executive alignment, and late-stage deal execution.
In this role, you will help customers articulate their current-state challenges, identify improvement opportunities, and translate those opportunities into quantified outcomes tied to Coupa’s capabilities. You will guide account teams with structured analysis, compelling storytelling, and a value-first lens that accelerates customer confidence and decision-making.
This is an individual contributor role requiring strong analytical skills, executive communication, and the ability to navigate ambiguous environments with creativity and independence.
What You'll Do:
- Partner with account teams (AEs, Solution Advisory) throughout the sales lifecycle to shape deal strategy, align on value hypotheses, and create compelling commercial narratives.
- Lead high-quality discovery with senior stakeholders across sourcing, procurement, supply chain, finance, and treasury to understand strategic objectives, current processes, pain points, and organizational constraints.
- Develop business cases and ROI models that synthesize complex datasets, benchmark performance, and quantify achievable outcomes across improved savings rates, increased spend capture, process efficiencies, and working capital optimization.
- Create and deliver executive-level presentations that clearly communicate findings, recommendations, and target metrics with a strong storytelling arc.
- Guide account teams as a deal captain, ensuring value is consistently positioned and integrated throughout the sales strategy.
- Support territory and account planning, identifying areas where value-led engagement can unlock pipeline opportunities.
- Collaborate with peers across Value Advisory, contributing reusable assets, frameworks, and insights.
What You Will Bring to Coupa:
- 10+ years of experience in management consulting, business transformation, finance/supply chain, procurement, or practitioner roles within enterprise environments.
- Experience in SaaS sales, pre-sales, or services delivery preferred.
- Experience engaging directly with senior business stakeholders in value-oriented or analytical discussions.
- Background supporting or participating in organizational change or transformation initiatives strongly beneficial.
- Strong analytical and quantitative skills, with the ability to simplify complex data and translate it into meaningful executive insights.
- Confident communicator equipped to present findings, challenge assumptions, and facilitate value-based conversations.
- Creative problem solver, capable of tailoring structured frameworks to unique customer situations.
- Storytelling mindset, using past experiences and transformation examples to build trust.
- Self-starter comfortable navigating ambiguity and independently developing business cases or value frameworks.
- Soft-selling capability grounded in inquiry, logic, and outcome-driven conversations.
- BA/BS required.
- MBA (Finance, Supply Chain, or related discipline) preferred.
- Familiarity with SaaS platforms and cloud delivery models.
- Understanding of procurement, finance, supply chain, or spend management domains
- Proficiency in building business cases (Excel/analytics tools).
- Experience with CRM and sales engagement tools (SFDC, Sigma, Clari, etc.).
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.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Top Skills
Analytics Tools
Clari
CRM
Excel
SaaS
SFDC
Sigma
What the Team is Saying
Aditya Maheshwari
Sr. Software Engineer, Cloud
Alex Moon
Operations Analyst, Order Management
Jose Miguel Jimenez
Procurement
Jessica Fonseca
Technical Support Specialist
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The Company
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
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Coupa Offices
Remote Workspace
Employees work remotely.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
Typical time on-site:
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Bangalore office
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Dubai, Dubai 48800
Hyderabad office
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Shivaji Nagar, IN
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Uppsala, SE
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