Partner Business Director

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

📋 Description

• Lead the partner strategy for Coupa within the region by fostering partner-driven pipeline development, executing deals, and enhancing regional alliances.

• Own and implement the partner-driven sales model, generating pipeline and Annual Contract Value (ACV) through resellers and strategic partnerships.

• Manage and empower key partners to ensure steady pipeline generation and progression of deals.

• Collaborate with partners and Coupa sales teams to create joint account plans.

• Develop new pipeline opportunities through partner-led outreach, field events, and marketing initiatives.

• Oversee forecasting, pipeline evaluation, and deal assessments using Salesforce and Clari.

• Assist in executing the entire sales cycle, including customer engagement, Requests for Proposals (RFPs), pricing strategies, and pre-sales support.

• Conduct Quarterly Business Reviews and evaluate partner performance regularly.

• Facilitate partner onboarding, education, and ongoing enablement.

• Act as a liaison between partners and Coupa sales teams.

• Organize regional partner events and executive engagement activities.

• Monitor and analyze partner performance, pipeline health, and market dynamics.

⛳️ Requirements

• 5–7+ years of experience in enterprise software sales, channel sales, or alliances.

• Demonstrated success in hunting, closing, and forecasting enterprise-level deals.

• Experience in building or scaling partner-led or indirect sales strategies.

• Strong comprehension of enterprise sales cycles and effective pipeline management.

• Familiarity with Salesforce and forecasting tools like Clari.

• Excellent relationship-building and executive-level communication skills.

• Ability to thrive in a dynamic, matrixed environment.

• Willingness to travel up to 50% of the time.

• Bachelor’s degree or equivalent professional experience.

🏝️ Benefits

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

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

• 40 hours of paid volunteer time off annually.

• Access to free, confidential, 24/7/365 Employee Assistance Program counseling and resources.

• Business travel protection, including medical coverage, safety, pre-trip planning, and emergency support.

• Monetary referral bonuses for successful employee referrals.

• Comprehensive medical/dental insurance tailored to specific locations.

• Location-specific retirement/pension plans.

• Location-specific life or accident protection.