Partner Business Director - 11956

5 hours, 13 minutes ago
Full-time
Executive
Sales and Business Development
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
1001-5000
Founded 2006

Description

  • Lead regional partner strategy, including partner-led pipeline creation, deal execution, and alliance growth.
  • Own and execute the partner-led sales model to drive pipeline and annual contract value through resellers and strategic alliances.
  • Manage, enable, onboard, and educate partners to strengthen selling capability and deal progression.
  • Build joint account plans with partners and Coupa sales teams aligned to regional growth priorities.
  • Generate pipeline through partner prospecting, field events, and marketing programs.
  • Lead forecasting, pipeline inspections, and deal reviews, maintaining accurate data in Salesforce and Clari.
  • Support end-to-end sales execution, including customer engagement, RFPs, pricing, and pre-sales support.
  • Conduct quarterly business reviews and partner performance reviews against shared targets.
  • Serve as the primary liaison between partners and Coupa sales teams to maintain alignment and deal momentum.
  • Analyze partner performance, pipeline health, and market trends to identify growth opportunities.

Requirements

  • 5–7+ years of experience in enterprise software sales, channel sales, or alliances.
  • Proven success hunting, closing, and forecasting enterprise deals.
  • Experience building or scaling partner-led or indirect sales motions.
  • Strong understanding of enterprise sales cycles and pipeline management.
  • Experience with Salesforce and forecasting tools such as Clari.
  • Strong relationship-building and executive communication skills.
  • Ability to work effectively in a fast-paced, matrixed environment.
  • Willingness to travel up to 50%.
  • Bachelor’s degree or equivalent experience.

Benefits

  • Two company-wide paid wellness days annually.
  • Paid birthday day off or an alternative day during the employee's birthday month.
  • 40 hours of paid volunteer time off annually.
  • Free, confidential 24/7 employee assistance program for emotional, financial, legal, and work-life support.
  • Business travel medical, safety, and emergency assistance.
  • Monetary employee referral bonuses.
  • Location-specific comprehensive medical, dental, retirement/pension, and life or accident insurance benefits.

Interested in this position?

Apply directly on the company website

Apply Now

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