Responsibilities
- As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region
- By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution
- Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world‑class enablement, and ultimately deliver the transformative power of our AI‑driven spend management platform to a broader global network of customers
- 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
Qualifications
- Experience building or scaling partner‑led or indirect sales motions
- Experience with Salesforce and forecasting tools (e.g. Clari)
- Bachelor’s degree or equivalent experience
- Proven success in hunting, closing, and forecasting enterprise deals
- Strong relationship‑building and executive communication skills
- Ability to operate in a fast‑paced, matrixed environment
- 5–7+ years in enterprise software sales, channel sales, or alliances
- Willingness to travel up to 50%
- Fluency in FRENCH is a must
- Strong understanding of enterprise sales cycles and pipeline management
