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Director, Partner Organization - RSI PAM

United States (Remote)

Director, Partner Organization - RSI PAM

2 Months ago • 5 Years + • Business Development

About the job

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Job 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.

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 celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. 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.

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

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