Drive regional partner-led revenue by executing partner strategy, enabling and managing reseller/alliances, generating pipeline, supporting full sales cycles, and running partner performance reviews and events. Own forecasting, pipeline health in Salesforce/Clari, partner enablement, and joint account planning to scale indirect sales and ACV.
Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Why join Coupa?
🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
The Impact of a Partner Business Director at Coupa:
As a Partner Business Director, you will be the driving force behind Coupa's indirect growth engine in your region. You will bridge the gap between our industry-leading platform and a powerful global ecosystem, turning regional alliances into scalable pipeline and Annual Contract Value. By combining strategic vision with hands-on sales execution, you will scale partner-led prospecting, professionalize regional sales cycles, and elevate partner capabilities to consistently exceed mutual targets. Your leadership will directly impact Coupa's market penetration and operating margins, transforming strategic partnerships into high-velocity revenue channels.
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
- Willingness to travel up to 50%
- Bachelor’s degree or equivalent experience
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
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