Alliances Director, Coupa
$148-168k
Plus eligibility for commission with an estimated pay mix of 70/30
Business spending management platform
Posted today
Business spending management platform
1001+ employees
Posted today
$148-168k
Plus eligibility for commission with an estimated pay mix of 70/30
1001+ employees
Company mission
To provide a clear idea of business value for clients.
Role
Who you are
- Education & Experience: Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience; 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment
- Sales & Ecosystem Expertise: Proven track record of meeting revenue targets, with experience managing all partnerships and working within partner ecosystems
- Technical Acumen: Strong understanding of cloud platforms and enterprise software solutions
- Relationship Management: Demonstrated ability to build and sustain strong relationships with cross-functional teams and external stakeholders
- Communication & Execution: Excellent communication, presentation, and negotiation skills, with strong project management capabilities and attention to detail
- Tools & Independence: Comfortable working both independently and collaboratively in a fast-paced environment; experience with PRM/CRM tools like Salesforce is a plus
What the job involves
- We are seeking a highly motivated and experienced Partner Business Manager (PBM) to join our growing Partner Organization
- This role is crucial for cultivating and expanding relationships with our partners, ensuring their success within the Coupa ecosystem, and driving new business growth for their practice
- The ideal candidate will have a strong understanding of partner management, a passion for technology, and a proven ability to drive sales results in a fast-paced environment
- Partner Business Management: Serve as the primary point of contact for sales to our partners, building strong, strategic relationships to drive satisfaction, brand awareness, and customer acquisition
- Go-to-Market & Business Development: Collaborate with our sales teams, partner Business managers and partners to define and execute joint business plans and GTM strategies, including co-marketing, sales enablement, account planning, and salesforce education to drive growth and adoption
- Internal & External Enablement: Build trust and alignment with Coupa account teams while enabling internal and external stakeholders on the value and offerings of the partner
- Performance & Revenue Tracking: Monitor partner performance and revenue contribution, analyze KPIs, and provide reporting and recommendations to internal stakeholders for optimization
- Operational & Financial Support: Support the Finance team in tracking and collecting partner revenue share, while coordinating with cross-functional teams to troubleshoot and resolve partner issues
- Strategy, Innovation & Insights: Gather partner feedback and conduct field and quarterly business reviews to ensure partners maximize contribution and GTM offerings
Our take
In 2006, Coupa was created to be a provider of business spending management (BSM) services. Since then, it has grown into its niche with a comprehensive platform that enables companies to gain greater control over their spending, supply networks, chain optimisation, liquidity management and payment solutions.
Coupa has been recognized as a leading brand in third-party risk management (TPRM). Using AI 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. Most recently, the company acquired intelligent document processing partner, Rossum, in a move set to strengthen its source-to-pay capabilities and expand AI-powered invoice automation across the wider 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 HQ
Town Center, Foster City, CA
Leadership
Leagh Turner
(CEO & Board Of Directors)Previously on the Board of Directors at Plan International Canada, was the Co-CEO of Ceridian and was COO at SAP.
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