The Impact of an Alliances Director at Coupa:
Coupa Software is seeking a dynamic and experienced individual to join the Partner Organization as the Senior Director of Japan Partner Ecosystems to drive the success and growth of our partner ecosystem across Japan within our Consulting, Implementation & Advisory (CI&A) Partner Program. This leadership role will focus on developing and managing strategic partnerships, working closely with cross-functional teams, and ensuring alignment with Japan Sales Leadership to drive incremental Annual Contract Value (ACV) through the CI&A partner ecosystem. The ideal candidate will have a deep understanding of the enterprise software landscape, proven experience in managing Consulting, Implementation and Advisory partners, and a track record of driving partners to positively influence sales, leading to larger, faster, and more successful deal closures.
What You’ll Do
- Partnership Strategy & Development:
Develop and execute a comprehensive Japan Partner Ecosystem strategy, focusing on building, nurturing, and expanding strategic relationships with key partners, including resellers, system integrators (SIs), and referral partners. - Partner Management:
Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities, and the ability to drive the Coupa value proposition with customers. Build Partner Practices through business plan development, account planning, partner expectation management, and industry/regional/product focus. Plan for Success through Partner achievement target agreement, capacity planning and growth investment. - Sales Alignment & Collaboration:
Collaborate closely with Japan Sales Leadership to align partner strategies with regional sales objectives. Drive partner initiatives that accelerate deal velocity, increase deal size, and ensure that the partner ecosystem complements and enhances direct sales efforts. - Cross-Functional Leadership:
Work closely with internal teams including Marketing, Sales, Product, and Customer Success to ensure that partners are fully enabled and supported in delivering value to customers. Drive the integration of partner solutions into go-to-market strategies and campaigns. - Revenue Growth & Performance:
Establish and monitor key performance indicators (KPIs) to track the contribution of the partner ecosystem to regional ACV growth. Ensure that partners are helping to close deals faster and at higher value by offering complementary solutions and services. - Ecosystem Innovation:
Identify new market opportunities and potential partnerships to extend the reach and impact of the Coupa ecosystem. Innovate and enhance the partner program to ensure Coupa remains a top choice for partners in the enterprise software space. - Operational Excellence:
Ensure operational effectiveness across the partner ecosystem by streamlining processes, optimizing tools, and leveraging data to drive decision-making. Continuously improve partner engagement models and business processes to maximize efficiency.
What You Will Bring to Coupa
- 10+ years of experience in partner ecosystems, alliances, or channel management within the enterprise software industry, with a focus on the Japan region.
- Demonstrated ability to work with cross-functional teams and regional sales leadership, aligning partner strategies with overall sales and revenue goals.
- Strong understanding of enterprise sales processes, with experience in enabling partners to drive incremental ACV and accelerate deal closures.
- Excellent communication and interpersonal skills, with the ability to influence and build strong relationships with both internal stakeholders and external partners.
- Deep knowledge of the software/SaaS landscape, with a preference for experience in B2B financial software solutions.
- Ability to travel across the Japan region and occasionally to APAC or North America for key meetings and events.
- Bachelor’s degree in business, marketing, or related field; MBA preferred.
Top Skills
What the Team is Saying
What We Do
Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms, Coupa gives organizations the visibility and control they need to make better financial choices, reduce waste, and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people, partners, and the planet.
Why Work With Us
At Coupa, we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable, ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.
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