Alliances Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Partner Business Management: Act as the main liaison for sales with our partners, fostering robust, strategic relationships to enhance satisfaction, brand visibility, and customer acquisition.

• Go-to-Market & Business Development: Collaborate with our sales teams, partner business managers, and partners to craft and implement joint business plans and GTM strategies, which include co-marketing, sales enablement, account planning, and salesforce education to promote growth and adoption.

• Internal & External Enablement: Establish trust and cohesion with Coupa account teams while educating internal and external stakeholders on the partner's value and offerings.

• Performance & Revenue Tracking: Track partner performance and revenue contributions, assess KPIs, and deliver reporting and insights to internal stakeholders for enhancement.

• Operational & Financial Support: Assist the Finance team in monitoring and collecting partner revenue shares, while coordinating with cross-functional teams to address and resolve partner-related issues.

• Strategy, Innovation & Insights: Collect partner feedback and conduct field and quarterly business reviews to ensure partners fully leverage their contributions and GTM offerings.

⛳️ Requirements

• Education & Experience: Bachelor's degree in Business, Marketing, Computer Science, or equivalent practical experience; a minimum of 5 years in partner management, sales, channel sales, or business development within a SaaS or technology setting.

• Sales & Ecosystem Expertise: Proven history of achieving revenue objectives, with experience overseeing all partnerships and operating within partner ecosystems.

• Technical Acumen: Comprehensive understanding of cloud platforms and enterprise software solutions.

• Relationship Management: Proven ability to cultivate and maintain strong relationships with cross-functional teams and external stakeholders.

• Communication & Execution: Superior communication, presentation, and negotiation abilities, complemented by robust project management skills and meticulous attention to detail.

• Tools & Independence: Comfortable working both autonomously and collaboratively in a dynamic environment; familiarity with PRM/CRM tools like Salesforce is advantageous.

🏝️ Benefits

• Global Well-being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.

• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.

• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.

• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.

• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.

• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.

• Comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection tailored to your primary work location.