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.).
