Senior Alliances Director, Coupa
Approximately 10% travel
Business spending management platform
Be an early applicant
Business spending management platform
1001+ employees
Be an early applicant
Approximately 10% travel
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- 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
- 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
What the job involves
- This is an exciting position accountable for the success of our partners in region
- 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
Our take
In 2006, Noah Eisner co-founded Coupa with Ravi Thakur, two fintech start-up specialists as a provider of business spending management (BSM) services. Coupa has grown into its niche with its comprehensive platform allowing companies greater control over their spending, supply network and chain optimization, liquidity management and solutions for payment.
Coupa has been recognized as a leading brand in third party risk management (TPRM). Using artificial intelligence software, its TPRM software takes data from hundreds of sources and generates risk flags across the entire platform, informing the user’s processing decisions.
TPRM integrates into Coupa’s business spending management systems to provide one comprehensive platform, a feat that gives it a definitive edge when it comes to secure management of company funds. Acquired in early 2023 by Thoma Bravo, Coupa is a company to watch, as progress in AI software could open opportunities for greater software automation on its platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2015
$80m
SERIES G
Mar 2014
$40m
SERIES F
Total funding: $169m
Company benefits
- Employee stock purchase program
- Health benefits for employees and their families
- Retirement and savings plans
- Flexible work environment
Company HQ
Town Center, Foster City, CA
Leadership
J. Charles Goodman
(Chairman of the Board, not founder)Serves as Chairman of the Board for multiple companies, including Proofpoint, Anaplan and Bottomline Technologies.
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