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Partner Business Director - 11748

1 week ago
Europe, Germany
Full-time
Lead
Partnerships Manager
Sales and Business Development
ERP Salesforce
Apply Now
Coupa Software

Coupa Software

Coupa Software is the premier cloud-based finance platform, empowering companies worldwide to optimize spend, boost profits, and reduce costs with a comprehensive suite of modules.

Internet Software & Services
1K-5K
Founded 2006
View All Jobs 60

Description

  • Lead Coupa’s strategic alliance with Accenture across EMEA to drive pipeline creation, co-sell execution, and alliance growth.
  • Own and execute the alliance strategy for Accenture across EMEA against a joint business plan.
  • Manage and expand relationships across Accenture’s EMEA practices, market units, and industry groups.
  • Build joint account and go-to-market plans with Accenture and Coupa regional sales teams.
  • Generate new pipeline through partner-led prospecting, field events, executive roundtables, and co-marketing programs.
  • Lead forecasting, pipeline inspection, and deal reviews for Accenture-related opportunities in Salesforce and Clari.
  • Support the full sales cycle for co-sell deals, including customer engagement, RFPs, pricing, and pre-sales support.
  • Run Quarterly Business Reviews and performance reviews with Accenture EMEA leadership.
  • Drive partner onboarding, enablement, and certification growth across Coupa’s platform and new product releases.
  • Act as the primary liaison between Accenture and Coupa sales, pre-sales, professional services, and partner success teams.
  • Champion joint solutions, accelerators, and Accenture-built apps to differentiate the partnership and shorten sales cycles.
  • Track partner performance, pipeline health, and market trends to identify growth opportunities.

Requirements

  • 7–10+ years in enterprise software sales, alliances, or channel roles, with significant experience managing Global Systems Integrators.
  • Proven track record of building and scaling a GSI alliance, ideally with Accenture, and driving partner-sourced and partner-influenced revenue.
  • Deep understanding of GSI operating models, including practice structures, industry groups, country market units, and consulting-led sales motions.
  • Knowledge of procurement, spend management, supply chain, or adjacent ERP/finance software markets strongly preferred.
  • Strong understanding of enterprise and mid-market sales cycles, co-sell execution, and pipeline management across multiple EMEA markets.
  • Experience with Salesforce and forecasting tools such as Clari.
  • Executive presence and communication skills to engage Managing Director- and Partner-level stakeholders.
  • Ability to operate in a fast-paced, matrixed environment across cultures, countries, and time zones.
  • Willingness to travel up to 50% across EMEA.
  • Fluency in English required; additional European languages are an advantage.
  • Bachelor’s degree or equivalent experience.

Benefits

  • Two company-wide paid Global Wellness Days each year.
  • Paid birthday day off during your birthday month.
  • 40 hours of paid Volunteer Time Off annually.
  • 24/7 Employee Assistance Program with counseling, financial, legal, and new parent support.
  • Business travel protection through Zurich Travel Assist.
  • Referral bonus program for successful candidate referrals.
  • Competitive location-specific benefits, including medical/dental insurance, retirement/pension plans, and life or accident protection.

Interested in this position?

Apply directly on the company website

Apply Now

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