Remote Director, Partner Organization

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

What you will do:

• Qualify, develop, and execute new sales opportunities and manage ongoing revenue streams. This includes pipeline management, sales process management, effective forecasting, and deal closure with service provider partners
• Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities, and the ability to drive the Coupa value proposition with customers
• Build Partner Practices through business plan development, account planning, partner expectation management, and industry/regional/product focus. Sell, solve, and drive growth
• Plan for Success through Partner achievement target agreement, capacity planning, growth investment, and points earning roadmap
• Manage the ecosystem through readiness assessment scoring, milestone achievement by partners, roadmap sessions for success, regular ecosystem evaluations, tiering progress, acquisitions targets, health analysis, and metrics reporting
• Drive ecosystem governance through execution plans, reporting and dashboard preparation, and global interlocks with other regions
• Develop Standard Operating Procedures (Business Planning Guides, Enablement Journeys, etc.)
• Communicate partner programs’ requirements and benefits across the ecosystem and encourage full adoption of Coupa’s Partner Program
• Work with Coupa Partner Operations and Partner Enablement to ensure reporting and best practices are being accomplished
• Develop partner business plans and roadmaps and conduct quarterly and bi-annual business reviews
• Approximately 10% travel

What you will bring to Coupa:

• The ideal candidate will have 5 years of prior alliances and partner sales experience
• Knowledge of and experience working with service providers, system integrators, resellers, and independent software vendors is essential
• Proven skills in building GTM plans for channel and partner organizations
• Ability to engage directly in the sales cycle on joint ‘must-win’ pursuits/opportunities, as well as facilitate joint engagement as necessary
• Diligence in measuring and communicating progress to achieve targeted results, identifying obstacles, and associated remediation plans

The estimated pay range for this role is as follows:

•Base range of $189,000 -210,000 + eligibility for commission with an estimated pay mix of ⁷⁰⁄₃₀

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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