Coupa Software is hiring a
Channel Sales Manager

Summary

The job is for an Indirect Sales professional at Coupa, responsible for developing an Indirect Sales model, managing partners, generating new pipeline, and forecasting deals. The role requires 5 or more years of software sales experience with heavy partner interaction, a college degree in business or related field, and the ability to travel up to 50%.

Requirements

• 5 or more years of software sales experience (preferably with heavy partner interaction)
• Strong sales & negotiation experience coupled with high performing closing results
• Experience in sales forecasting & daily hunting abilities while prospecting
• Clear business spend management knowledge on Coupa and the wider sector
• Willingness to travel up to 50% -- must insist on meeting clients and partners on-site to strengthen relationships and increase likelihood of success
• College degree in business or a related field

Responsibilities

• Actively participate in the development of an Indirect Sales model
• Support and manage 4+ Coupa Partner Resellers to generate indirect pipeline
• Generate new pipeline by prospecting into segmented accounts
• Conduct weekly forecast calls for deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotas
• Accurately forecast deals weekly both in applications like Salesforce and CLARI
• Participate in all stages of the Coupa Sales cycle to ensure both customer and partners are properly educated on Coupa solution offerings and overall fit
• Regularly meet with partners on deal strategy for any part of the sales cycle
• Assist in client presentation material, RFP submissions, or pre-sales support requests to improve win rates across all deals
• Provide and edit Licensing Quotes to Partners for all Coupa Reseller Deals
• Regularly attend and host industry and partner events in the field
• Educate and train both new and existing partners on how to effectively represent, position, and sell Coupa solutions
• Conduct research on competitors, market, and industry trends
• Create and analyze monthly, quarterly, and yearly reporting to recognize areas of strength and opportunity for growth across each Partner’s Coupa Reseller business
• Organize and conduct Quarterly Business Reviews with each partner
• Assess and participate in the constant education and onboarding of each partner to improve their understanding of Coupa and overall selling skillset