Remote Channel Sales Manager

Summary

Join Coupa to pioneer technology, collaborate with a global team, and make a measurable impact on clients and the business. As a Sales Enablement Manager, you'll develop an Indirect Sales model, support partner resellers, generate pipeline, and conduct weekly forecast calls.

Requirements

• 5 or more years of software sales experience (preferably with heavy partner interaction)
• Strong sales & negotiation experience coupled with high performing closing results – president’s club and other awards
• 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%
• 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 within their existing client base and beyond
• Generate new pipeline by prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interest
• 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 – Ensuring Customer Success
• 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 – examples include conferences, user groups, virtual customer fireside chats, and exec connect dinners
• 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