Senior Director, Supplier Partnerships

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

📋 Description

• Take ownership of the partner success strategy for the Americas, establishing priorities, structure, and a consistent operating rhythm that aligns with the global framework defined by EMEA and APJ.

• Lead, nurture, and develop a team of both senior and junior partner success managers throughout North and South America.

• Cultivate and manage executive-level relationships with partners to enhance their capability to position, sell, and deliver Coupa solutions effectively.

• Drive partner activation, capability enhancement, and capacity building in collaboration with Field Alliances and Professional Services.

• Create partner-specific business plans that align with regional and vertical growth objectives, monitoring progress through scorecards and regular evaluations.

• Serve as the primary liaison between partners and various internal teams, including alliance owners, Sales, Professional Services, Marketing, Product, and Finance.

• Collaborate with account managers and practice leaders to plan resource capacity and drive pipeline growth.

• Ensure partners are commercially prepared to conduct transactions and address issues as they arise.

• Provide insights on the evolution of the regional partner model and actively contribute to its development, rather than merely managing the existing structure.

• Represent the Americas in global partner success planning, contributing to and aligning with the overarching global strategy.

⛳️ Requirements

• Over 15 years of experience in software implementation, pre-sales, or partner/channel development, particularly in areas such as procurement, finance, or enterprise SaaS. Experience with Coupa or its direct competitors is highly advantageous.

• Proven history of leading teams that include senior individual contributors, not just entry-level staff.

• Ability to operate effectively at the executive level, both with partners and within internal teams, across various functions.

• Comfortable working across North and South America; fluency in Spanish and/or Portuguese is beneficial.

• A combination of technical credibility (solution/delivery fluency) and business acumen (commercial and relationship management skills).

• A bachelor's degree is required; an MBA or equivalent qualification is a plus.

• Ability to navigate through partial information and develop clarity as needed.

🏝️ Benefits

• Well-being Perks (For All US Employees)

• 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.

• Competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location.