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.
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What you will do:
The Alliances Director manages relationships with our Partner Ecosystem across traditional regional Systems Integrators (SIs). A significant aspect of this role is to manage and nurture companies within the Coupa Partner ecosystem, while also owning a strategy with partners to grow and mature their Coupa business and offerings, ultimately resulting in new sales opportunities and growth.
The landscape of business is evolving rapidly, and as a leading enterprise platform, Coupa is at the forefront of driving innovation and efficiency in business spend management. Coupa's platform is designed to be the preferred solution for organizations aiming to streamline and optimize their total spend management processes, from Indirect to Direct Spend.
However, achieving this vision requires close collaboration with our partners, developing joint value propositions, executing GTM plans, and enabling partners effectively. This role is crucial in ensuring these partnerships thrive.
This is an exciting position accountable for the success of our regional partners. It requires a highly motivated individual with strong sales, communication, and organizational skills who is eager to learn and become part of a rapidly growing company and team.
This team is pivotal in driving Coupa’s growth, working closely with the partner ecosystem. The Regional Partner Management team focuses on overall partner management and joint GTM activities with a portfolio of partners.
The successful candidate will possess deep knowledge of partner practices, initiatives, and priorities, a thorough understanding of Coupa’s value proposition, excellent program management skills, and the ability to drive measurable outcomes.
This individual will also need to be adept at internalizing the global Coupa mission and transformational operating model principles to enable and accelerate Coupa’s growth.
Primary Focus:
- Qualify, develop, and execute new sales opportunities, manage ongoing revenue streams, and drive deal closure with service provider partners.
- Build and nurture trust with partners by understanding their roadmap, capabilities, and driving the Coupa value proposition with customers.
- Develop Partner Practices through business plan development, account planning, and industry/regional/product focus to drive growth.
- Plan for Partner success through target agreement, capacity planning, growth investment, and points earning roadmap.
- Manage the ecosystem through readiness assessment, milestone achievement, regular evaluations, and reporting.
- Drive ecosystem governance and execution plans, reporting, and global interlocks with other regions.
- Develop and communicate partner programs' requirements and benefits, and encourage full adoption of Coupa’s Partner Program.
Qualifications:
- The ideal candidate will have 5 years of prior alliances and partner sales experience.
- Knowledge of and experience working with service providers, system integrators, resellers, and independent software vendors is essential.
- Proven skills in building GTM plans for channel and partner organizations.
- Ability to engage directly in the sales cycle on joint ‘must-win’ pursuits/opportunities, as well as facilitate joint engagement as necessary.
- Diligence in measuring and communicating progress to achieve targeted results, identifying obstacles, and associated remediation plans
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At Coupa, we celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.
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