Partner Business Director

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

📋 Description

• Spearhead Coupa’s partner strategy within your region, focusing on partner-driven pipeline development, deal execution, and regional alliance expansion.

• Take ownership of the partner-led sales framework, enhancing pipeline and annual contract value (ACV) through resellers and strategic partnerships.

• Oversee and empower key partners to ensure steady pipeline generation and deal advancement across both existing and new accounts.

• Develop collaborative account plans with partners and Coupa sales teams, aligning with regional growth objectives.

• Create new pipeline opportunities through partner-driven prospecting, field events, and marketing initiatives.

• Manage forecasting, pipeline assessment, and deal evaluations, maintaining accuracy in Salesforce and Clari.

• Support the entire sales cycle, including customer engagement, RFPs, pricing, and pre-sales assistance.

• Conduct Quarterly Business Reviews (QBRs) and partner performance evaluations against shared targets.

• Facilitate partner onboarding, training, and ongoing education to enhance sales capabilities.

• Serve as the main point of contact between partners and Coupa sales teams, ensuring alignment and momentum in deals.

• Organize regional partner events and executive engagement initiatives.

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

⛳️ Requirements

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

• Demonstrated success in prospecting, closing, and forecasting enterprise deals.

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

• Comprehensive understanding of enterprise sales cycles and pipeline management.

• Familiarity with Salesforce and forecasting tools (e.g., Clari).

• Excellent relationship-building and executive communication abilities.

• Capacity to thrive in a dynamic, matrixed environment.

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

• Bachelor’s degree or equivalent professional experience.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and holiday schedule.

• Opportunities for professional development and career growth.

• Flexible work arrangements to promote work-life balance.