The Role
Lead and expand Coupa's alliance with Accenture across EMEA to drive partner-sourced and partner-influenced pipeline and ACV growth. Build joint GTM and account plans, generate pipeline via co-marketing and events, manage forecasting and deal execution in Salesforce/Clari, run QBRs, enable Accenture practices on Coupa, and act as primary liaison across sales, pre-sales, services, and partner success.
Summary Generated by Built In
Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.
Why join Coupa?
🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend.
🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence.
🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
The Impact of a Partner Business Director at Coupa:
As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region. By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution. Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world-class enablement, and ultimately deliver the transformative power of our AI-driven spend management platform to a broader global network of customers.
What You’ll Do
- Lead Coupa’s strategic alliance with Accenture across EMEA – our Global Partner of the Year – driving partner-sourced and partner-influenced pipeline creation, co-sell execution, and alliance growth across the region.
- Own and execute Coupa’s alliance strategy for Accenture across EMEA, driving partner-sourced and partner-influenced pipeline and ACV growth against an agreed joint business plan
- Manage and expand relationships across Accenture’s EMEA organisation, including its Sourcing & Procurement, Supply Chain, and Reinvention Services practices, as well as country market units and industry groups
- Build joint account and go-to-market plans with Accenture and Coupa regional sales teams, aligned to EMEA growth priorities and key industry verticals
- Generate new pipeline through Accenture-led prospecting, joint field events, executive roundtables, and co-marketing programs across EMEA markets
- Lead forecasting, pipeline inspection, and deal reviews for all Accenture-related opportunities, ensuring accuracy in Salesforce and Clari
- Support full sales cycle execution on Accenture co-sell deals, including customer engagement, RFPs, pricing, and pre-sales support
- Run Quarterly Business Reviews (QBRs) and performance reviews with Accenture EMEA leadership against mutual pipeline, revenue, and customer success targets
- Orchestrate executive alignment and sponsorship between Accenture and Coupa leadership, including engagement at flagship events such as Coupa Inspire and regional partner summits
- Drive Accenture practice onboarding, enablement, and certification growth across the Coupa platform, including AI-driven Total Spend Management capabilities and new product releases
- Act as the primary liaison between Accenture and Coupa’s EMEA sales, pre-sales, professional services, and Partner success teams, ensuring alignment, delivery quality, and deal momentum
- Champion joint solutions, accelerators, and Accenture-built apps to differentiate the partnership and shorten sales cycles
- Track and analyse Accenture partner performance, pipeline health, and EMEA market trends to identify white space and growth opportunities
What You Will Bring to Coupa
- 7–10+ years in enterprise software sales, alliances, or channel, with significant experience managing Global Systems Integrators (GSIs)
- Proven track record of building and scaling a GSI alliance (ideally Accenture) and driving partner-sourced and partner-influenced revenue
- Deep understanding of how GSIs operate, including practice structures, industry groups, country market units, and consulting-led sales motions
- Knowledge of procurement, spend management, supply chain, or adjacent ERP/finance software markets strongly preferred
- Strong understanding of enterprise & mid-market sales cycles, co-sell execution, and pipeline management across multiple EMEA markets
- Experience with Salesforce and forecasting tools (e.g. Clari)
- Executive presence and communication skills, with the ability to engage Managing Director and Partner-level stakeholders
- Ability to operate in a fast-paced, matrixed environment across cultures, countries, and time zones
- Willingness to travel up to 50% across EMEA
- Fluency in English required; additional European languages an advantage
- Bachelor’s degree or equivalent experience
At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being . We offer a comprehensive suite of benefits designed to help you and your family thrive:
Global Well-Being Perks (For All Employees Globally)
- 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 .
Please note: In addition to these global well-being perks, Coupa offers highly 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. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
Skills Required
- 7-10+ years in enterprise software sales, alliances, or channel, with significant experience managing Global Systems Integrators (GSIs)
- Proven track record of building and scaling a GSI alliance and driving partner-sourced and partner-influenced revenue
- Deep understanding of how GSIs operate, including practice structures, industry groups, and consulting-led sales motions
- Knowledge of procurement, spend management, supply chain, or adjacent ERP/finance software markets
- Strong understanding of enterprise & mid-market sales cycles, co-sell execution, and pipeline management across multiple EMEA markets
- Experience with Salesforce and forecasting tools (e.g., Clari)
- Executive presence and communication skills to engage Managing Director and Partner-level stakeholders
- Ability to operate in a fast-paced, matrixed environment across cultures, countries, and time zones
- Willingness to travel up to 50% across EMEA
- Fluency in English (additional European languages an advantage)
- Bachelor's degree or equivalent experience
What the Team is Saying
Aditya Maheshwari
Sr. Software Engineer, Cloud
Alex Moon
Operations Analyst, Order Management
Jose Miguel Jimenez
Procurement
Jessica Fonseca
Technical Support Specialist
Daniela Aristizábal
Associate Planning & Operations Analyst
Coupa Compensation & Benefits Highlights
-
Healthcare Strength — Healthcare is described as comprehensive from day one for employees and dependents, including medical, dental, vision, mental‑health resources, and a no‑cost EAP. Additional options like FSAs and wellness initiatives are also cited.
-
Leave & Time Off Breadth — Time off is positioned around Flexible Time Off, floating holidays, and 40 hours of paid Volunteer Time Off, supported by a virtual‑first work model. These programs are highlighted as core elements of work‑life balance.
-
Parental & Family Support — Paid parental leave and a digital program for paths to parenthood (including adoption and surrogacy) are explicitly called out. Resources also extend to family medical leave and, in some locations, an onsite Mother’s Room.
Coupa Insights
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
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.
Gallery
Coupa Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
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
Typical time on-site:
Flexible
Foster City
HR
Ann Arbor
Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Pune office
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
Learn more
