Channel Sales Manager, Coupa
DACH-9796
Business spending management platform
Job no longer available
Business spending management platform
1001+ employees
Job no longer available
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- Proven track record in software sales (5+ years), ideally in SaaS, Mid-Market or enterprise applications, or procurement-related technology
- Deep experience in partner/channel sales, managing high-value reseller relationships and delivering consistent revenue growth
- Strong negotiation, deal-making, and closing expertise, with a history of exceeding quotas and winning strategic deals
- Experience in complex sales cycles, including C-level engagement, sales strategy, and indirect sales execution
- Expert knowledge of the DACH market required, with an understanding of procurement, finance, and spend management landscapes advantageous
- High-energy, entrepreneurial mindset, with the ability to work autonomously and drive results in a fast-paced environment
- Fluency in German and English (both written and spoken) is essential and Travel will be up to 50% across the DACH region to engage with partners and customers, ensuring strong market presence and relationship-building
What the job involves
- As a Channel Sales Manager, you will play a pivotal role in shaping and executing Coupa’s Indirect Sales Strategy in the DACH region
- You will take ownership of a portfolio of 4+ strategic reseller partners, driving revenue, recruiting partners, building deep relationships, and ensuring success across all stages of the sales cycle
- This is a high-impact role where your ability to recruit, develop, educate, and enable partners will directly contribute to Coupa’s success
- Own and grow Coupa’s indirect sales pipeline by managing strategic partner relationships, expanding their customer base, and driving revenue growth across DACH
- Act as a trusted advisor to partners and clients, ensuring a deep understanding of Coupa’s solutions and competitive advantages
- Lead strategic deal execution, guiding partners through the full sales cycle—from pipeline generation to closing high-value contracts
- Identify, recruit, and onboard high-potential reseller and alliance partners in the DACH region, ensuring alignment with Coupa’s growth strategy and market expansion goals.
- Collaborate cross-functionally with Coupa’s direct sales, marketing, and solution consulting teams to optimize go-to-market strategies
- Leverage data-driven insights to measure performance, track partner success, and refine sales strategies
- Represent Coupa at key industry events, including conferences, executive networking sessions, and thought leadership roundtables
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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