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Sr. Alliances Director - 11431

1 month ago
United States
Full-time
Lead
Partnerships Manager
Project and Program Management
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 67

Description

  • Own Coupa’s global alliance strategy with AWS and Amazon Business.
  • Develop and execute multi-year partnership roadmaps aligned to growth priorities.
  • Establish scalable engagement models, governance structures, and performance metrics.
  • Lead AWS Marketplace strategy, including private offers, contracting workflows, and operational readiness.
  • Drive co-sell motions with AWS and Coupa field teams.
  • Build scalable enablement programs, certifications, and sales plays.
  • Partner with Sales leadership on joint account planning, territory alignment, and pipeline governance.
  • Serve as Coupa’s primary executive interface with AWS and Amazon Business and lead joint executive reviews and QBRs.
  • Own AWS SCA, MDF, and incentive programs, including investment planning, ROI tracking, and compliance.
  • Lead cross-functional teams across Sales, Alliances, Product, Finance, and Marketing to support cloud strategy, integrations, and joint solutions.

Requirements

  • 10+ years of experience in strategic alliances, partnerships, cloud ecosystems, or enterprise GTM.
  • Hands-on experience working with AWS or large-scale technology platforms.
  • Proven success driving marketplace and co-sell revenue.
  • Strong executive presence and stakeholder management skills.
  • Experience operating in complex, matrixed organizations.
  • Expertise in joint funding programs, incentive models, and commercial structures.
  • Excellent communication, negotiation, and program management capabilities.

Interested in this position?

Apply directly on the company website

Apply Now

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