Senior Alliances Director

Summary

Join Coupa as a Sr. Alliances Director and play a pivotal role in driving the company's growth by fostering strong partnerships. You will be responsible for managing a portfolio of partners, developing joint go-to-market (GTM) strategies, and ensuring the success of these partnerships. This role requires a highly motivated individual with strong sales, communication, and organizational skills. The successful candidate will possess deep knowledge of partner practices and Coupa's value proposition. You will qualify and develop new sales opportunities, build partner practices, and manage the partner ecosystem. This position involves approximately 10% travel.

Requirements

• The ideal candidate will have 5 years of prior alliances and partner sales experience
• Knowledge of and experience working with, system integrators 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
• Approximately 10% travel

Responsibilities

• 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