Technology Partner Manager – Coupa, SAP

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🕒 April 8

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Pactum AI

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

🤖 Artificial Intelligence

☁️ SaaS

🤝 B2B

Artificial Intelligence • SaaS • B2B

Pactum AI is a company that builds AI-driven negotiation software to automate supplier and enterprise negotiations. Its platform helps large companies automate supplier negotiations, driving measurable cost savings and efficiency improvements through automated decision-making and negotiation workflows. Founded in 2019, Pactum AI operates as a SaaS provider serving enterprise customers with a global cross-disciplinary team.

📋 Description

• Own the SAP and Coupa relationships with a commercial lens — building trust with field sales teams, solution leads, and partner managers who influence real procurement deals. • Develop relationships across the SAP and Coupa partner ecosystems — global and regional SIs (Accenture, Deloitte, IBM, Wipro), procurement consultancies, and adjacent technology vendors — and convert those relationships into active co-sell and referral motions. • Work directly alongside Pactum's Sales and Solutions Consulting teams on active opportunities. • Build and run go-to-market plays with SAP, Coupa, and ecosystem partners — including joint value propositions, co-branded campaigns, and coordinated account targeting — that generate qualified pipeline. • Own partner-sourced and partner-influenced pipeline targets. Run structured cadences with SAP, Coupa, and key ecosystem partners focused on opportunity creation, progression, and close. • Create practical engagement models and partner playbooks that make it easy for SAP and Coupa field teams and ecosystem partners to position and sell alongside Pactum. • Connect SAP, Coupa, and their ecosystem partners with Pactum's Product, Engineering, Marketing, Professional Services, and Customer Success teams to ensure delivery matches what's been sold and integration requirements are met. • Stay close to SAP and Coupa platform strategies, partner program changes, competitive dynamics, and integration trends. Feed actionable insights back to Product and Sales leadership. • Monitor partner contribution across pipeline, deal influence, and revenue. Report on what's working, course-correct what isn't.

🎯 Requirements

• 5–7+ years in B2B technology sales, channel sales, solutions consulting, or partner-driven business development, ideally in procurement, supply chain, or enterprise SaaS. • Direct experience working with or selling alongside SAP and/or Coupa as a partner, within their ecosystems, at an SI, or in a consulting capacity. • A consultative selling mindset. You understand how enterprise procurement decisions get made and how to position technology within those conversations. • Familiarity with the SAP and Coupa partner ecosystems, including major SIs, consulting firms, and ISVs that shape platform adoption. • Demonstrated ability to generate and close pipeline through partner and ecosystem engagement — not just manage relationships. • Strong executive communication skills with credibility in front of senior stakeholders at large platform organizations, SIs, and enterprise customers. • Experience with CRM tools such as Salesforce. • Comfort operating in a high-growth startup where you'll need to build process, not just follow it. • High ownership, low ego - you chase outcomes, navigate ambiguity, and don't wait for permission. • Resilience in managing complex, multi-party commercial conversations across SAP, Coupa, and their respective ecosystems simultaneously. • Willingness to travel and work across international teams.

🏖️ Benefits

• Unlimited vacation time. You decide how much and when. • Paid sick leave. Take the time you need, worry-free. • Company equity. Share in our success. • Competitive salaries. We benchmark industry figures so you don’t have to. • Learning & development. We support your growth through seminars, workshops, and resources. • Flexible schedule. Work whenever and wherever suits you. • Annual off-site retreats. Get inspired in real life. • Team bonding. Enjoy happy hours, activities, and cross-functional chats with fellow Pactonians. • Medical, dental, and vision coverage. Including US programs and EU/UK government plans. • Office setup stipend. For remote employees to do their best work. • Generous national holidays. Including U.S. programs and EU/UK local holidays. • Paid parental leave. Supported by US and EU/UK programs.