Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

The Impact of a Senior Alliances Director at Coupa:

We are looking for a highly energetic and driven professional to work within CoupaPay’s Global Partnership team. CoupaPay is the fastest growing area of Coupa, and we are determined to identify a candidate who will facilitate our effort to drive growth via our global banking partner channel.

Ideal candidates will have experience working at a bank(s) or partnering with banks. The successful candidate will have demonstrable ability to work vertically within the organizations of existing and prospective banking partners. The primary goal of this is to synthesize how Coupa can mobilize each partner in the most effective ways to generate continued sales success.

This role will work closely with our CoupaPay Account Executives and Subject Matter Experts, our broader Alliances Team, Marketing, and Product. To be considered for this role, you will possess sound business acumen, the ability to influence, a mindset of collaboration, and a can-do attitude. Coupa is growing at a phenomenal rate and with that comes significant career opportunities for consistent performers.

What you will do:

• Ownership of up to ten banking & FinTech partners: 1) Initiating and updating partner profiles inclusive of a continual competency assessment across multiple products, 2) Engaging with multiple organizational contacts/levels within each partner relationship (e.g. Lending team, Treasury Services, Alliances, senior leadership) to develop a strategic direction, drive growth, set KPIs, and monitor/report on metrics, 3) Develop Go-To-Market approach, customized for each partner to leverage each partner’s strengths, 4) Awareness of existing joint customer opportunities while ensuring there is appropriate engagement between each partner and internal Sales team for joint clients/opportunities, 5) Lead quarterly business review meetings with each partner
• Driving contract negotiations with new partners, and end-of-contract renewals with existing partners
• Build highly collaborative and effective relationships with various parts of the Coupa organization involved in the CoupaPay sales process, especially Sales, Marketing, the broader Alliances team, and Legal
• Demonstrate thorough knowledge of the full CoupaPay product line and value proposition
• Attain, maintain, and demonstrate a clear understanding of Coupa’s broader BSM value proposition
• Customer and conference event attendance / presentations
• Bonus: Ability to engage the market with trusted thought leadership (e.g., white papers, blog posts, webinars) pertaining to the Payments and/or Treasury space

What you will bring to Coupa:

• 15+ years of professional experience in one of the following industries: finance, banking, technology
• 3+ years of business development experience, ideally with a bank or targeting the banking channel
• Ability to access and converse comfortably with C-level and Senior Director level personnel within the Finance, Sales, Partnerships, and Treasury areas within our current and prospective banking partners
• Continual internal partnering with Sales, Product, Legal, and Finance
• Extensive knowledge of the commercial banking products, especially payments, credit card and merchant services, and working capital/finance
• Comfort with negotiating contract terms and holding partners accountable
• High level of energy, drive, enthusiasm, initiative, commitment and professionalism
• Expertise in managing multi-stakeholder sales cycles and closing large deals
• Ability to identify prospective partner banks and building business cases demonstrating the important of partnering with these specific prospects
• Ability to foster relationships with strategic partners to generate leads, partner on opportunities and leverage these relationships to contribute to winning sales opportunities when needed
• Great at building relationships and working in a team-selling environment
• Must be able to work in a fast paced and passionate environment
• Self-starter with solid organizational and planning skills
• Discipline to manage and keep all prospective partner opportunities moving forward, while continuing to drive further success from existing partnership
• Assertive, Passionate, Consultative, loves to compete and win
• Up to 50% travel possible

The estimated pay for this role is as follows:

• Based in New York: $170,000 + commission

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 

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