Alliances Director

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Coupa Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2006

☁️ SaaS

💸 Finance

🛍️ eCommerce

SaaS • Finance • eCommerce

Coupa Software is a leading provider of business spend management solutions. Their platform focuses on optimizing and transforming direct and indirect spend across procurement, finance, supply chain, and IT. Coupa leverages AI and extensive data insights to drive cost efficiencies, manage supplier relationships, and mitigate risks. With products covering areas such as invoicing, payments, expense management, and supply chain collaboration, Coupa serves a wide range of industries including automotive, healthcare, retail, and more. Their comprehensive community and partner ecosystem enable organizations to unlock hidden savings and improve compliance, promoting growth and resilience in a changing economic climate.

📋 Description

• Serve as the primary point of contact for sales to our partners, building strong, strategic relationships to drive satisfaction, brand awareness, and customer acquisition. • Collaborate with our sales teams, partner Business managers and partners to define and execute joint business plans and GTM strategies, including co-marketing, sales enablement, account planning, and salesforce education to drive growth and adoption. • Build trust and alignment with Coupa account teams while enabling internal and external stakeholders on the value and offerings of the partner. • Monitor partner performance and revenue contribution, analyze KPIs, and provide reporting and recommendations to internal stakeholders for optimization. • Support the Finance team in tracking and collecting partner revenue share, while coordinating with cross-functional teams to troubleshoot and resolve partner issues. • Gather partner feedback and conduct field and quarterly business reviews to ensure partners maximize contribution and GTM offerings.

🎯 Requirements

• Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience; 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment. • Proven track record of meeting revenue targets, with experience managing all partnerships and working within partner ecosystems. • Strong understanding of cloud platforms and enterprise software solutions. • Demonstrated ability to build and sustain strong relationships with cross-functional teams and external stakeholders. • Excellent communication, presentation, and negotiation skills, with strong project management capabilities and attention to detail. • Comfortable working both independently and collaboratively in a fast-paced environment; experience with PRM/CRM tools like Salesforce is a plus.