Coupa
Partners
PartnerBusinessDirector
Neural analysis suggests this role is
optimal for Mid-Senior Level candidates.
“Partner Business Director at Coupa. Skills: Partner strategy, Indirect revenue growth, Salesforce, Clari. Lead partner strategy. Drive partner-led pipeline creation”
What You'll Achieve.
primary architect of Coupa’s indirect revenue growth; transform our partner ecosystem into a high-performance engine; accelerates pipeline creation and deal execution; scale Coupa’s market presence; empower partners through world-class enablement; deliver the transformative power of our AI-driven spend management platform; driving partner-led pipeline creation; driving deal execution; driving regional alliance growth; driving pipeline and ACV through resellers; driving pipeline and ACV through strategic alliances; ensuring consistent pipeline generation; ensuring consistent deal progression; aligned to regional growth priorities; Generate new pipeline; ensuring accuracy in Salesforce; ensuring accuracy in Clari; partner performance reviews against mutual targets; improve selling capability; ensuring alignment and deal momentum; identify growth opportunities
Industry & Context.
Willingness to travel up to 50%
What They're Looking For.
Must Have
5–7+ years in enterprise software sales, channel sales, or alliances, Proven success in hunting, closing, and forecasting enterprise deals, Experience building or scaling partner-led or indirect sales motions, understanding of enterprise sales cycles and pipeline management, Experience with Salesforce, Experience with forecasting tools, relationship-building and executive communication skills, Ability to operate in a fast-paced, matrixed environment, Willingness to travel up to 50%
What You'll Do.
Lead partner strategy
Drive partner-led pipeline creation
Drive regional alliance growth
Own and execute partner-led sales model
Drive pipeline and ACV through resellers
Drive pipeline and ACV through strategic alliances
Manage and enable key partners
Ensure consistent pipeline generation
Ensure consistent deal progression
Build joint account plans
Generate new pipeline through prospecting
Generate new pipeline through field events
Generate new pipeline through marketing programs
Lead pipeline inspection
Ensure accuracy in Salesforce
Ensure accuracy in Clari
Support full sales cycle execution
Support customer engagement
Support pre-sales support
Run Quarterly Business Reviews
Run partner performance reviews
Drive partner onboarding
Drive partner enablement
Drive continuous education
Improve selling capability
Act as primary liaison
Lead regional partner events
Lead executive engagement activities
Track partner performance
Analyze partner performance
Track pipeline health
Analyze pipeline health
Analyze market trends
Identify growth opportunities
How You'll Work.
Team & Collaboration
Bridging the gap between strategic alliances and regional sales teams; Build joint account plans with partners and Coupa sales teams; Act as the primary liaison between partners and Coupa sales teams
Communication Scope
executive communication skills
Full Job Description
## Description Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins. Why join Coupa? 🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend. 🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence. 🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. The Impact of a Partner Business Director at Coupa: As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region. By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution. Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world-class enablement, and ultimately deliver the transformative power of our AI-driven spend management platform to a broader global network of customers. ## What You’ll Do Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth. Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances Manage and enable key partners, ensuring consistent pipeline generation and deal pr
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