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 an AI Transformation, Value Advisory Senior Director at Coupa:
AI Transformation, Value Advisory Senior Director is a strategic, customer-facing consultant responsible for partnering with account executives, solution architects, and forward-deployed engineers (FDEs) to shape, position, and deliver business value across large enterprise and global strategic accounts (Fortune 500, etc.). This role plays a critical part in the end-to-end customer journey—from territory planning and demand generation through AI Transformation Workshop design and facilitation, business case development, executive alignment, and late-stage deal orchestration.
You will guide customers through analytical, data-driven value conversations and hands-on AI transformation workshops that accelerate decision-making and build confidence in the feasibility of targeted outcomes. You will serve as a trusted advisor to executive stakeholders, helping them articulate current-state challenges, quantify improvement opportunities, envision AI-enabled target operating models, and connect those outcomes to Coupa’s capabilities, including Coupa Compose, AI agents, and intelligent orchestration. The ideal candidate brings a blend of consulting rigor, SaaS or transformation experience, executive presence, workshop facilitation expertise, and the curiosity required to navigate ambiguous environments.
What You’ll Do
- Partner with account teams (AEs, Solution Advisory, Forward-Deployed Engineers, Coupa Spend Lab) throughout the end-to-end customer lifecycle to shape deal strategy, align on value hypotheses, and create compelling commercial narratives.
- Lead high-quality discovery with senior and executive stakeholders to understand strategic objectives, current processes, pain points, and organizational constraints across the sourcing, procurement, supply chain, finance, and treasury functions—with a particular focus on identifying high-value AI and automation use cases.
- Develop business cases and ROI models that synthesize complex datasets, benchmark performance, and quantify achievable outcomes across improved savings rates, increased spend capture, process improvements, 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, integrated into the sales strategy, and reinforced throughout the cycle.
- Contribute to territory and account planning, identifying where value-led conversations can unlock pipeline and accelerate customer engagement.
- Mentor and elevate Value Advisory peers, sharing frameworks, best practices, and content development, and insights.
- Design, develop, and facilitate AI Transformation Workshops tailored to each customer’s spend data, organizational maturity, and strategic priorities. Workshops should identify 1–2 high-value AI use cases, assess technical feasibility, and build executive commitment for Coupa Compose and AI agent adoption.
- Conduct AI readiness assessments evaluating customer maturity across culture, data quality, process standardization, and change management capacity. Frame readiness gaps in business terms and co-develop adoption roadmaps with customer stakeholders.
- Serve as the connective tissue between customer vision and technical build within the cross-functional pod model (Value Advisory, Solution Advisory, FDEs, Business Transformation Consultants). Define the “what” and “why” of the AI transformation vision while enabling architects and engineers to define the “how.”
- Guide customers through organizational change management (OCM) implications of moving from manual to AI-augmented and agentic workflows, including workforce evolution, new governance structures, and Centers of Excellence for AI-driven procurement.
What You Will Bring to Coupa
- 15+ years of relevant experience in management consulting, business transformation, finance/supply chain, or practitioner roles within large enterprises.
- Experience in SaaS sales, pre-sales, or services delivery strongly preferred.
- Demonstrated success engaging at the C-suite level and influencing executive decision-making.
- Prior experience guiding customers or organizations through change initiatives or technology-enabled transformation, particularly AI or digital transformation initiatives.
- Demonstrated experience designing and facilitating executive workshops, strategy sessions, or design-thinking engagements for senior stakeholders at large enterprises.
- Experience with organizational change management (OCM) and workforce evolution in the context of technology adoption or process automation.
- Global or multinational experience preferred.
Originally posted on Himalayas