The Role
Leads regional partner strategy and indirect sales growth through resellers and strategic alliances. Responsibilities include partner-led pipeline generation, enterprise deal execution, forecasting, account planning, QBRs, partner onboarding and enablement, events, executive engagement, and performance analysis. The role collaborates closely with Coupa sales teams to drive revenue, manage deal progression, and strengthen partner relationships.
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:
What You’ll Do
- Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth.
- Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances
- Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts
- Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities
- Generate new pipeline through partner-led prospecting, field events, and marketing programs
- Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari
- Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support
- Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets
- Drive partner onboarding, enablement, and continuous education to improve selling capability
- Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum
- Lead regional partner events and executive engagement activities
- Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities
What You Will Bring to Coupa
- 5–7+ years in enterprise software sales, channel sales, or alliances
- Proven success in hunting, closing, and forecasting enterprise deals
- Experience building or scaling partner-led or indirect sales motions
- Strong understanding of enterprise sales cycles and pipeline management
- Experience with Salesforce and forecasting tools (e.g. Clari)
- Strong relationship-building and executive communication skills
- Ability to operate in a fast-paced, matrixed environment
- Willingness to travel up to 50%
- Bachelor’s degree or equivalent experience
The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
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
- 5-7+ years of experience in enterprise software sales, channel sales, or alliances
- Proven success hunting, closing, and forecasting enterprise deals
- Experience building or scaling partner-led or indirect sales motions
- Strong understanding of enterprise sales cycles and pipeline management
- Experience with Salesforce and forecasting tools such as Clari
- Strong relationship-building and executive communication skills
- Ability to operate in a fast-paced, matrixed environment
- Willingness to travel up to 50%
- 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
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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.
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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
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