Partner Business 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

• 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.

🎯 Requirements

• 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% • Bachelor’s degree or equivalent experience

🏖️ Benefits

• Health insurance • Retirement plans • Paid time off • Flexible work arrangements • Professional development opportunities