Coupa Software, Inc.
Partner Business Director - 11518
TLDR
Lead partner strategy to drive pipeline creation and sales through alliances, while enhancing key partner relationships and managing performance metrics.
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.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
What You’ll Do
Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth.
Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances
Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts
Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities
Generate new pipeline through partner-led prospecting, field events, and marketing programs
Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari
Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support
Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets
Drive partner onboarding, enablement, and continuous education to improve selling capability
Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum
Lead regional partner events and executive engagement activities
Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities
What You Will Bring to Coupa
5–7+ years in enterprise software sales, channel sales, or alliances
Proven success in hunting, closing, and forecasting enterprise deals
Experience building or scaling partner-led or indirect sales motions
Strong understanding of enterprise sales cycles and pipeline management
Experience with Salesforce and forecasting tools (e.g. Clari)
Strong relationship-building and executive communication skills
Ability to operate in a fast-paced, matrixed environment
Willingness to travel up to 50%
Fluency in FRENCH is a must
Bachelor’s degree or equivalent experience
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Coupa builds a powerful total spend management platform that leverages community-generated AI to help businesses optimize their margins. Designed for organizations of all sizes, Coupa's technology is driven by trillions of dollars in spend data, connecting over 10 million buyers and suppliers across a global network.
- Founded
- Founded 2006
- Employees
- 500+ employees
- Industry
- Internet Software & Services
- Total raised
- $170M raised
Business Director