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Channel Sales Manager

United States (Hybrid)

Channel Sales Manager

1 Month ago • 5 Years + • Business Development

About the job

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Job Description

Coupa is looking for a Channel Sales Manager to help grow its partner ecosystem. The ideal candidate will have 5+ years of software sales experience, preferably with a focus on partner-led sales. This role will be responsible for developing and executing a partner sales strategy, managing partner relationships, and driving sales through the partner channel. The Channel Sales Manager will work closely with Coupa's marketing, sales, and product teams to ensure that partners are effectively positioned to sell Coupa's solutions. The role is primarily focused on generating indirect pipeline within partner's existing client base and beyond. This will involve prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interest. The role also includes forecast calls, deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotas.

Must have:

5+ years of software sales experience
Strong sales & negotiation experience
Experience in sales forecasting
Clear business spend management knowledge
Willingness to travel up to 50%

Good to have:

Experience with Coupa software
Experience in the wider spend management sector
College degree in business or a related field

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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 Will You Do?

Actively participate in the development of an Indirect Sales model, focused on partner-led sales of Coupa Software
Support and manage 4+ Coupa Partner Resellers to generate indirect pipeline within their existing client base and beyond
Generate new pipeline by prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interest
Conduct weekly forecast calls for deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotas
Accurately forecast deals weekly both in applications like Salesforce and CLARI
Participate in all stages of the Coupa Sales cycle to ensure both customer and partners are properly educated on Coupa solution offerings and overall fit – Ensuring Customer Success
Regularly meet with partners on deal strategy for any part of the sales cycle
Assist in client presentation material, RFP submissions, or pre-sales support requests to improve win rates across all deals
Provide and edit Licensing Quotes to Partners for all Coupa Reseller Deals
Regularly attend and host industry and partner events in the field – examples include conferences, user groups, virtual customer fireside chats, and exec connect dinners
Educate and train both new and existing partners on how to effectively represent, position, and sell Coupa solutions
Conduct research on competitors, market, and industry trends
Create and analyze monthly, quarterly, and yearly reporting to recognize areas of strength and opportunity for growth across each Partner’s Coupa Reseller business
Organize and conduct Quarterly Business Reviews with each partner
Assess and participate in the constant education and onboarding of each partner to improve their understanding of Coupa and overall selling skillset

What Candidate Requirements are Needed?

5 or more years of software sales experience (preferably with heavy partner interaction)
Strong sales & negotiation experience coupled with high performing closing results – president’s club and other awards
Experience in sales forecasting & daily hunting abilities while prospecting
Clear business spend management knowledge on Coupa and the wider sector
Willingness to travel up to 50% -- must insist on meeting clients and partners on-site to strengthen relationships and increase likelihood of success
College degree in business or a related field

The estimated pay range for this role is as follows:

•Base range of $110,000 - $120,000 + eligibility for commission with an estimated pay mix of 50/50

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.

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View Full Job Description

$110.0K - $120.0K/yr (Outscal est.)

$115.0K/yr avg.

United States

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