Coupa Value Solutions Consultant; Re-sell

As a Coupa Value Solutions Consultant, you will deliver the value and solution design on our Coupa sales opportunities. This role will focus primarily on Re-Sell opportunities within to mid-market organisations with a turnover of less than £250m.

Working alongside the Coupa Sales Team from first conversation through to contract, you will help prospective clients see how Coupa can transform their business operations. You will turn complex spend and process data into credible, quantified business cases, lead our bid responses, and build tailored demonstrations that show clients their own processes working better.

Coupa is a strategic growth channel for Barkers, so the pursuits you shape will have a direct and visible impact on the business. We have shaped a leading Coupa implementation practice over the last five years, and are now expanding into re-sell/channel sales.

• Value discovery: Support prospecting with account research and early value hypotheses, then lead discovery with prospective clients to understand their spend, processes and priorities.
• Business cases: Analyse client spend and process data to build quantified business cases and ROI models that set out the financial and operational benefits of Coupa in terms senior stakeholders can act on.
• Bid leadership: Own the bid and tender process for Coupa opportunities, from response planning through to submission, coordinating input from sales, delivery and technical colleagues to produce high-quality RFP responses and sales collateral.
• Solution demonstrations: Design, configure and deliver tailored Coupa demonstrations built around each client’s processes and challenges, taking ownership of demo environment configuration.
• Solution scoping: Work with Solution Architects to scope proposed solutions and implementation approaches, making sure what we propose is technically sound, deliverable and aligned with the client’s objectives.
• Product expertise: Keep your knowledge of the Coupa platform current and deep, including new releases and modules, and share it across the team.
• Practice development: Contribute to internal initiatives that make our pre-sales approach more repeatable, such as reusable demo scripts, value calculators and case studies.

• Proven experience (typically three years or more) in pre-sales, solution consulting or implementation of enterprise purchase-to-pay or source-to-pay platforms.
• Experience with in a software re-sell environment on behalf of an established software author.
• Hands-on knowledge of at least one spend management area, such as eProcurement, eSourcing, invoice automation, contract management, expense management, or payments.
• Experience building business cases, ROI models or value assessments, and confidence working with spend data in Excel or similar tools.
• Excellent presentation and written communication skills, including the ability to explain technical concepts clearly to non-technical and senior audiences.
• Confidence creating persuasive presentations and bid content (PowerPoint or Google Slides) that tell a clear, compelling story.
• Fluent written and spoken English.
• Strong personal organisation, with the ability to manage several bids with competing deadlines while keeping quality high.
• A collaborative working style and the ability to work effectively with sales, delivery and solution architecture colleagues.
• Resilience, drive and curiosity, including a habit of keeping up with changes in procurement technology and industry practice.

• Hands-on Coupa experience, including configuration, and/or Coupa certification.
• Pre-sales or sales experience with other spend management platforms such as SAP Ariba, Ivalua, Jaggaer or Medius.
• Experience across more than one spend…