Alliances Director - 11552

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.

🔹 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 Manager at Coupa:

We are seeking a highly motivated and experienced Partner Business Manager (PBM) to join our growing Partner Organization. This role is crucial for cultivating and expanding relationships with our partners, ensuring their success within the Coupa ecosystem, and driving new business growth for their practice. The ideal candidate will have a strong understanding of partner management, a passion for technology, and a proven ability to drive sales results in a fast-paced environment.

• Partner Business Management: Serve as the primary point of contact for sales to our  partners, building strong, strategic relationships to drive satisfaction, brand awareness, and customer acquisition.
• Go-to-Market & Business Development: Collaborate with our sales teams, partner Business managers and partners to define and execute joint business plans and GTM strategies, including co-marketing, sales enablement, account planning, and salesforce education to drive growth and adoption.
• Internal & External Enablement: Build trust and alignment with Coupa account teams while enabling internal and external stakeholders on the value and offerings of the partner.
• Performance & Revenue Tracking: Monitor partner performance and revenue contribution, analyze KPIs, and provide reporting and recommendations to internal stakeholders for optimization.
• Operational & Financial Support: Support the Finance team in tracking and collecting partner revenue share, while coordinating with cross-functional teams to troubleshoot and resolve partner issues.
• Strategy, Innovation & Insights: Gather partner feedback and conduct field and quarterly business reviews to ensure partners maximize contribution and GTM offerings.

• Education & Experience: Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience; 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment.
• Sales & Ecosystem Expertise: Proven track record of meeting revenue targets, with experience managing all partnerships and working within partner ecosystems.
• Technical Acumen: Strong understanding of cloud platforms and enterprise software solutions.
• Relationship Management: Demonstrated ability to build and sustain strong relationships with cross-functional teams and external stakeholders.
• Communication & Execution: Excellent communication, presentation, and negotiation skills, with strong project management capabilities and attention to detail.
• Tools & Independence: Comfortable working both independently and collaboratively in a fast-paced environment; experience with PRM/CRM tools like Salesforce is a plus.

The estimated base range for this role is $148,000 - $168,000 + 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.

Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. 

Please be advised that inquiries or resumes from recruiters will not be accepted.

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