Original listing text, shown exactly as published by the company.
What You'll Do
Alliance Strategy & Leadership
- 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.
AWS Marketplace & Co-Sell Execution
- 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.
Go-To-Market & Revenue Acceleration
- Partner with Sales leadership on joint account planning, territory alignment, and pipeline governance.
- Embed Amazon motions into Coupa’s global GTM strategy.
- Track and optimize revenue and partner-influenced pipeline.
Executive Engagement & Governance
- Serve as Coupa’s primary executive interface with AWS and Amazon Business.
- Lead joint executive reviews, QBRs, and strategic planning sessions.
- Maintain governance cadences, escalation paths, and accountability frameworks.
Funding, Incentives & Commercial Management
- Own AWS SCA, MDF, and incentive programs.
- Manage investment planning, ROI tracking, and compliance.
- Partner with Finance and Legal on commercial structures and agreements.
Cross-Functional Operations & Enablement
- Lead cross-functional teams across Sales, Alliances, Product, Finance, and Marketing.
- Partner with Product and Engineering on cloud strategy, integrations, and joint solutions.
- Develop operational playbooks, reporting, and execution standards.
- Drive continuous improvement in alliance processes and tools.
Partner Relationship Management
- Build and maintain senior-level relationships across AWS and Amazon Business.
- Secure executive sponsorship and priority field engagement.
- Advocate for Coupa within the Amazon partner ecosystem.
What You Will Bring to Coupa
- 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.
