Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.
Job Description:
Coupa is currently seeking a Senior Director, Alliances to join the Global Partner Organization team to manage a portfolio of our Global Systems Integrator (GSI) partners. This high-profile growth opportunity demands a highly motivated individual with strong leadership, sales, communications, and organizational skills who is eager to learn and become part of a rapidly growing company.
Additions:
The business landscape is evolving rapidly, and as a leading enterprise platform, Coupa is at the forefront of driving innovation and efficiency in total spend management. Coupa's platform is designed to be the preferred solution for organizations aiming to streamline and optimize their total 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 GSI 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.
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 strategy and Core Values to enable and accelerate Coupa’s growth.
Primary Focus:
- Achieve sales quotas for allocated territory on a quarterly and annual basis.
- Interface with the global team and stakeholders in the time zone, including visibility of contracts renewal and de-bookings, pipeline management, and forecasting.
- Align offerings and solutions with regional GTM and interlock with global GTM plans, including solution and industry focus.
- Educate Field AEs on the differentiation of partnerships so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams.
- Conduct in-depth research of GSI partner needs, business conditions, and drivers across AMER, EMEA, and APJ to tailor the Coupa value proposition.
- Support prospect qualification, development, and execution of new sales opportunities across various GTM segments.
- Accelerate license consumption and adapt to challenging scenarios and problem statements.
- Help build the Coupa practice with GSI partners beyond Cloud and Infrastructure and elevate their delivery capability matrix across industry solutions.
- Develop comprehensive joint go-to-market business plans with GSI partners, leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.
Additional Responsibilities:
- Jointly sell and lead the effective collaboration of “deal level” strategies and tactics between sales and partners at both new and existing customers to drive new logos and NNACV ‘Sourced-Influence’ revenue.
- Work strategically to identify new industry-specific ‘use cases and solutions’ with GSI partners.
- Develop world-class business plans with associated QBR governance and executive sponsorship with GSI partners, including committed targets and shared metrics.
- Manage potential conflicts and develop aligned approaches and resolutions at executive levels
Qualifications:
- 12+ years of prior global alliances and partner sales experience, including business development in enterprise software and/or cloud services (including enterprise SaaS), driving partner revenue and accelerated growth with and through SI-SP partners in collaboration with an enterprise sales force.
- Proven skills in building go-to-market plans for channel, SI, and partner organizations.
- Successful industry experience working with strategic systems integrators and service providers that utilize software/SaaS embedded in their service offerings.
- Goal-oriented and confident, with the aptitude and desire to work with a high-performing team. This individual must demonstrate an ability to operate in a highly collaborative environment and foster a “win as a team” environment.
- Diligence in measuring and communicating progress to achieve targeted business results, identifying obstacles, and associated remediation plans.
- Experience and relationships with major SIs, ISVs, managed service providers, value-added resellers, and experience with leading software, cloud, and SaaS organizations required.
- Bachelor’s degree and/or MBA degree is a strong plus.
What You Get to Do in This Role:
- Achieve sales quotas for allocated territory on a quarterly and annual basis.
- Interface with the global team and stakeholders in the time zone, including visibility of contract renewals and de-bookings, pipeline management, and forecasting.
- Align offerings and solutions with regional GTM and interlock with global GTM plans, including solution and industry focus.
- Educate Field AEs on the differentiation of partnerships so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams.
- Conduct in-depth research of GSI partner needs, business conditions, and drivers across AMS, EMEA, and APAC to tailor the Coupa value proposition.
- Support prospect qualification, development, and execution of new sales opportunities across various RTM.
- Accelerate license consumption and adapt to challenging scenarios and problem statements.
- Help build the Coupa practice with GSI partners beyond cloud and infrastructure and elevate their delivery capability matrix across industry solutions.
- Leverage the global RTM segmentation and coverage model to align and execute the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional ACE Leadership, and SRAM’s).
- Develop comprehensive joint go-to-market business plans with GSI partners, leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.
At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. 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. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa
here. 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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