The Role
The Sr. Alliances Director will manage partner relationships, drive sales initiatives within the region, and develop business plans for mutual growth with partners.
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 Sr. Alliance Director to Coupa:
We are seeking a highly motivated and experienced Alliance Director to join our growing Japan 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:
- Manage, coach, and support the partner ecosystem and Coupa sales teams within your region for field sales engagement – ensuring joint sales motions, removing obstacles, and maintaining proper communications with all parties involved in sales opportunities.
- Lead partners and Coupa sales in regional business development efforts and manage joint account planning.
- Develop the annual business plan with partners as it relates to the build of a mutual pipeline. Ensure quarterly business reviews and course corrections with partner leadership in order to ensure achievement of mutual goals and quotas.
- Build long term and strategic relationships with partner executives, as well as, partner and field sales teams
- Manage and attend shared PR and marketing activities across partners.
- Serve as the first point of contact for partners and be the liaison between Coupa sales teams and partners.
- Coordinate and drive new business activities from start to finish.
- Manage deal registration (within Salesforce), partner enablement initiatives, and regional partner communications.
- Generate and handle inquiries, manage partner pitches, and on-board new partners.
What You Will Bring to Coupa:
- Bachelor's degree in business or a related field, with a background in channel and partner development, sales and marketing or account management.
- Excellent oral and written communication skills.
- Excellent time management and interpersonal skills.
- Strong relationship/team building and account management skills.
- Leadership qualities that reflect a self-motivated individual with the ability to work as part of a team.
- 5 to 7 years’ experience selling enterprise software directly to end customers and/or channel development / strategic alliance experience
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
- Bachelor's degree in business or a related field
- 5 to 7 years' experience selling enterprise software or strategic alliance experience
- Excellent oral and written communication skills
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
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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.
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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
Remote Workspace
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
Typical time on-site:
HR
Ann Arbor
Bangalore office
Bogotá, CO
Boston, MA
Chicago, IL
Dubai, Dubai 48800
Hyderabad office
São Paulo, BR
Shivaji Nagar, IN
Singapore, SG
Tokyo Office
Uppsala, SE
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