Original listing text, shown exactly as published by the company.
What You’ll Do
- Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth.
- Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances
- Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts
- Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities
- Generate new pipeline through partner-led prospecting, field events, and marketing programs
- Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari
- Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support
- Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets
- Drive partner onboarding, enablement, and continuous education to improve selling capability
- Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum
- Lead regional partner events and executive engagement activities
- Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities
What You Will Bring to Coupa
- 5–7+ years in enterprise software sales, channel sales, or alliances
- Proven success in 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 (e.g. Clari)
- Strong relationship-building and executive communication skills
- Ability to operate in a fast-paced, matrixed environment…
