Remote Senior Alliances Director

Summary

Join Coupa's Global Partner Organization team as a Senior Director, Alliances to manage a portfolio of Global Systems Integrator (GSI) partners and drive growth opportunities.

Requirements

• 12+ years of prior global alliances and partner sales experience, including business development in enterprise software and/or cloud services (including enterprise SaaS), driving partner revenue and accelerated growth with and through SI-SP partners in collaboration with an enterprise sales force
• Proven skills in building go-to-market plans for channel, SI, and partner organizations
• Successful industry experience working with strategic systems integrators and service providers that utilize software/SaaS embedded in their service offerings
• Goal-oriented and confident, with the aptitude and desire to work with a high-performing team. This individual must demonstrate an ability to operate in a highly collaborative environment and foster a “win as a team” environment
• Diligence in measuring and communicating progress to achieve targeted business results, identifying obstacles, and associated remediation plans
• Experience and relationships with major SIs, ISVs, managed service providers, value-added resellers, and experience with leading software, cloud, and SaaS organizations required
• Bachelor’s degree and/or MBA degree is a strong plus

Responsibilities

• Achieve sales quotas for allocated territory on a quarterly and annual basis
• Interface with the global team and stakeholders in the time zone, including visibility of contract renewals and de-bookings, pipeline management, and forecasting
• Align offerings and solutions with regional GTM and interlock with global GTM plans, including solution and industry focus
• Educate Field AEs on the differentiation of partnerships so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams
• Conduct in-depth research of GSI partner needs, business conditions, and drivers across AMER, EMEA, and APJ to tailor the Coupa value proposition
• Support prospect qualification, development, and execution of new sales opportunities across various GTM segments
• Accelerate license consumption and adapt to challenging scenarios and problem statements
• Help build the Coupa practice with GSI partners beyond Cloud and Infrastructure and elevate their delivery capability matrix across industry solutions
• Develop comprehensive joint go-to-market business plans with GSI partners, leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
• Jointly sell and lead the effective collaboration of “deal level” strategies and tactics between sales and partners at both new and existing customers to drive new logos and NNACV ‘Sourced-Influence’ revenue
• Work strategically to identify new industry-specific ‘use cases and solutions’ with GSI partners
• Develop world-class business plans with associated QBR governance and executive sponsorship with GSI partners, including committed targets and shared metrics
• Manage potential conflicts and develop aligned approaches and resolutions at executive levels