Alliances Director

Summary

Join Coupa, a leader in total spend management, and become an Alliances Director. In this role, you will manage and grow Coupa's partner ecosystem, driving pipeline generation and accelerating sales opportunities. You will collaborate with partners and internal sales teams, developing joint business plans and managing key accounts. Responsibilities include coaching partners, managing deal registration, and building strong relationships with partner executives. This position requires a Bachelor's degree, 3-6 years of experience in enterprise software sales or channel development, and excellent communication and leadership skills. Coupa offers a collaborative culture and the opportunity to make a global impact.

Requirements

• Bachelor's degree in business or a related field, with a background in channel and partner development, sales and marketing or account management
• Excellent oral and written communication skills
• Excellent time management and interpersonal skills
• Strong relationship/team building and account management skills
• Leadership qualities that reflect a self-motivated individual with the ability to work as part of a team
• 3 to 6 years’ experience selling enterprise software directly to end customers and/or channel development / strategic alliance experience

Responsibilities

• Manage, coach, and support the partner ecosystem and Coupa sales teams within your region for field sales engagement – ensuring joint sales motions, removing obstacles, and maintaining proper communications with all parties involved in sales opportunities
• Lead partners and Coupa sales in regional business development efforts and manage joint account planning
• Develop the annual business plan with partners as it relates to the build of mutual pipeline. Ensure quarterly business reviews and course corrections with partner leadership in order to ensure achievement of mutual goals and quotas
• Take partner developed joint offerings to market within your region
• Provide and report pipeline updates on all key deals involving Coupa partners
• Build long term and strategic relationships with partner executives, as well as, partner & field sales teams
• Manage and attend shared PR and marketing activities across partners
• Serve as the first point of contact for partners and be the liaison between Coupa sales teams and partners
• Coordinate and drive new business activities from start to finish
• Manage deal registration (within Salesforce), partner enablement initiatives, and regional partner communications
• Generate and handle inquiries, manage partner pitches, and on-board new partners

Benefits

Remote work