Sr. Alliances Director

3 Months ago • 5 Years +

Job Summary

Job Description

The Sr. Alliances Director will play a crucial role in driving innovation and efficiency in business spend management by fostering close collaboration with partners. This includes developing joint value propositions, executing GTM plans, and enabling partners effectively. The role involves managing partner relationships, driving joint GTM activities, and working with the Coupa field sales executives to align opportunities with partners. The ideal candidate will have 5 years of prior alliances and partner sales experience and should be adept at internalizing the global Coupa mission to enable and accelerate Coupa’s growth. The Sr. Alliances Director should be able to execute new sales opportunities and manage ongoing revenue streams. They will also build Partner Practices through business plan development, account planning, partner expectation management, and industry/regional/product focus.

Must have:

5 years of prior alliances and partner sales experience.
Knowledge of and experience working with system integrators.
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.
Diligence in measuring and communicating progress to achieve targeted results.

5 skills required

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Job Details

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 Sr. Alliances Director to Coupa:

The landscape of business is evolving rapidly, and as a leading enterprise platform, Coupa is at the forefront of driving innovation and efficiency in business spend management. Coupa's platform is designed to be the preferred solution for organizations aiming to streamline and optimize their total spend management processes, from Indirect to Direct Spend.

However, achieving this vision requires close collaboration with our partners, developing joint value propositions, executing GTM plans, and enabling partners effectively. This role is crucial in ensuring these partnerships thrive.

The partner team is pivotal in driving Coupa’s growth, working closely with the partner ecosystem. The Regional Partner lead focuses on overall partner management and joint GTM activities with a portfolio of partners. They will work with the Coupa field sales executives to align opportunities with partners to create a joint winning strategy.

This is an exciting position accountable for the success of our partners in region. It requires a highly motivated individual with strong sales, communication, and organizational skills who is eager to learn and become part of a rapidly growing company and team.

The successful candidate will possess deep knowledge of partner practices, initiatives, and priorities, a thorough understanding of Coupa’s value proposition, excellent program management skills, and the ability to drive measurable outcomes.

This individual will also need to be adept at internalizing the global Coupa mission and transformational operating model principles to enable and accelerate Coupa’s growth.

What You’ll 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, 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.

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