Partner Business Director

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

📋 Description

• Lead Coupa’s strategic alliance with Accenture throughout EMEA, focusing on the creation of partner-sourced and partner-influenced pipelines, execution of co-selling activities, and overall alliance expansion.

• Own and implement the Accenture alliance strategy in accordance with a mutually agreed joint business plan.

• Manage and enhance relationships within Accenture’s EMEA organization, including practices, country market units, and industry groups.

• Develop joint account and go-to-market strategies alongside Accenture and Coupa regional sales teams.

• Generate pipeline through prospecting initiatives, field events, executive roundtables, and co-marketing activities.

• Oversee forecasting, pipeline assessment, and deal analysis for Accenture-related opportunities in Salesforce and Clari.

• Support the entire sales cycle for co-sell deals, which includes customer engagement, RFPs, pricing, and pre-sales assistance.

• Conduct Quarterly Business Reviews and performance evaluations with Accenture EMEA leadership.

• Facilitate executive alignment between the leadership teams of Accenture and Coupa.

• Drive onboarding, enablement, and certification growth for Accenture practices across the Coupa platform.

• Serve as a liaison between Accenture and Coupa’s EMEA sales, pre-sales, professional services, and Partner Success teams.

• Promote joint solutions, accelerators, and applications developed by Accenture.

• Monitor and analyze partner performance, pipeline health, and EMEA market trends to uncover growth opportunities.

⛳️ Requirements

• 7–10+ years of experience in enterprise software sales, alliances, or channels, with substantial experience managing Global Systems Integrators.

• Demonstrated ability to build and scale a GSI alliance, preferably with Accenture, and to drive partner-sourced and partner-influenced revenue.

• Comprehensive understanding of GSI practice structures, industry groups, country market units, and consulting-led sales processes.

• Strong knowledge of procurement, spend management, supply chain, or related ERP/finance software markets is highly desirable.

• In-depth understanding of enterprise and mid-market sales cycles, co-sell execution, and pipeline management across various EMEA markets.

• Proficiency with Salesforce and forecasting tools like Clari.

• Executive presence and communication skills to effectively engage stakeholders at the Managing Director and Partner levels.

• Capability to thrive in a fast-paced, matrixed environment across diverse cultures, countries, and time zones.

• Willingness to travel up to 50% across EMEA.

• Fluency in English is required.

• Proficiency in additional European languages is an advantage.

• Bachelor’s degree or equivalent experience.

🏝️ Benefits

• Two designated company-wide paid wellness days off each year.

• Paid day off on your birthday or another day of your choice within your birthday month.

• 40 hours of paid Volunteer Time Off annually.

• Free, confidential, 24/7/365 Employee Assistance Program counseling and resources.

• Business travel protection through Zurich Travel Assist, including medical, safety, pre-trip planning, and emergency support.

• Monetary referral bonuses for successful employee referrals.

• Comprehensive medical/dental insurance.

• Retirement/pension plans.

• Life or accident protection.