The Impact of a Partner Business Manager at Coupa:
We are seeking a highly motivated and experienced Partner Business Manager (PBM) to join our growing Partner Organization. This role is crucial for cultivating and expanding relationships with our partners, ensuring their success within the Coupa ecosystem, and driving new business growth for their practice. The ideal candidate will have a strong understanding of partner management, a passion for technology, and a proven ability to drive sales results in a fast-paced environment.
What You'll Do:
- Partner Business Management: Serve as the primary point of contact for sales to our partners, building strong, strategic relationships to drive satisfaction, brand awareness, and customer acquisition.
- Go-to-Market & Business Development: Collaborate with our sales teams, partner Business managers and partners to define and execute joint business plans and GTM strategies, including co-marketing, sales enablement, account planning, and salesforce education to drive growth and adoption.
- Internal & External Enablement: Build trust and alignment with Coupa account teams while enabling internal and external stakeholders on the value and offerings of the partner.
- Performance & Revenue Tracking: Monitor partner performance and revenue contribution, analyze KPIs, and provide reporting and recommendations to internal stakeholders for optimization.
- Operational & Financial Support: Support the Finance team in tracking and collecting partner revenue share, while coordinating with cross-functional teams to troubleshoot and resolve partner issues.
- Strategy, Innovation & Insights: Gather partner feedback and conduct field and quarterly business reviews to ensure partners maximize contribution and GTM offerings.
What You Will Bring to Coupa:
- Education & Experience: Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience; 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment.
- Sales & Ecosystem Expertise: Proven track record of meeting revenue targets, with experience managing all partnerships and working within partner ecosystems.
- Technical Acumen: Strong understanding of cloud platforms and enterprise software solutions.
- Relationship Management: Demonstrated ability to build and sustain strong relationships with cross-functional teams and external stakeholders.
- Communication & Execution: Excellent communication, presentation, and negotiation skills, with strong project management capabilities and attention to detail.
- Tools & Independence: Comfortable working both independently and collaboratively in a fast-paced environment; experience with PRM/CRM tools like Salesforce is a plus.
Skills Required
- Bachelor's degree in Business, Marketing, Computer Science, or equivalent practical experience
- 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment
- Proven track record of meeting revenue targets
- Strong understanding of cloud platforms and enterprise software solutions
- Demonstrated ability to build and sustain relationships with stakeholders
- Excellent communication, presentation, and negotiation skills
- Experience with PRM/CRM tools like Salesforce
What the Team is Saying
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive, spanning medical, dental, vision, and mental‑health resources from day one. Plan breadth and wellness support are consistently emphasized.
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Leave & Time Off Breadth — Time off includes flexible or unlimited PTO, paid parental leave, floating holidays, and dedicated volunteer time. Remote‑friendly practices are noted to support taking time away.
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Parental & Family Support — Family‑building and caregiving supports include fertility benefits, generous parental leave, and resources for adoption and elder care. Return‑to‑work assistance and an onsite Mother’s Room are highlighted.
Coupa Insights
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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Employees work remotely.
Our virtual-first approach is intentional. It gives you the freedom to do your best work in a space that supports focus, balance, and creativity, while staying connected to a global team of changemakers who are redefining the future of business spend
