What You'll Do:
- Own Coupa’s global alliance strategy with AWS and Amazon Business.
- Develop and execute multi-year partnership roadmaps aligned to growth priorities.
- Establish scalable engagement models, governance structures, and performance metrics.
- Lead AWS Marketplace strategy, including private offers, contracting workflows, and operational readiness.
- Drive co-sell motions with AWS and Coupa field teams.
- Build scalable enablement programs, certifications, and sales plays.
- Partner with Sales leadership on joint account planning, territory alignment, and pipeline governance.
- Embed Amazon motions into Coupa’s global GTM strategy.
- Track and optimize revenue and partner-influenced pipeline.
- Serve as Coupa’s primary executive interface with AWS and Amazon Business.
- Lead joint executive reviews, QBRs, and strategic planning sessions.
- Maintain governance cadences, escalation paths, and accountability frameworks.
- Own AWS SCA, MDF, and incentive programs.
- Manage investment planning, ROI tracking, and compliance.
- Partner with Finance and Legal on commercial structures and agreements.
- Lead cross-functional teams across Sales, Alliances, Product, Finance, and Marketing.
- Partner with Product and Engineering on cloud strategy, integrations, and joint solutions.
- Develop operational playbooks, reporting, and execution standards.
- Drive continuous improvement in alliance processes and tools.
- Build and maintain senior-level relationships across AWS and Amazon Business.
- Secure executive sponsorship and priority field engagement.
- Advocate for Coupa within the Amazon partner ecosystem.
Alliance Strategy & Leadership
AWS Marketplace & Co-Sell Execution
Go-To-Market & Revenue Acceleration
Executive Engagement & Governance
Funding, Incentives & Commercial Management
Cross-Functional Operations & Enablement
Partner Relationship Management
What You Will Bring to Coupa:
- 10+ years of experience in strategic alliances, partnerships, cloud ecosystems, or enterprise GTM.
- Hands-on experience working with AWS or large-scale technology platforms.
- Proven success driving marketplace and co-sell revenue.
- Strong executive presence and stakeholder management skills.
- Experience operating in complex, matrixed organizations.
- Expertise in joint funding programs, incentive models, and commercial structures.
- Excellent communication, negotiation, and program management capabilities.
Skills Required
- 10+ years of experience in strategic alliances, partnerships, cloud ecosystems, or enterprise GTM
- Hands-on experience working with AWS or large-scale technology platforms
- Proven success driving marketplace and co-sell revenue
- Strong executive presence and stakeholder management skills
- Experience operating in complex, matrixed organizations
- Expertise in joint funding programs, incentive models, and commercial structures
- Excellent communication, negotiation, and program management capabilities
What the Team is Saying
Coupa Compensation & Benefits Highlights
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Healthcare Strength — Company materials describe comprehensive healthcare and mental wellness programs for employees and their families, positioning well‑being as a core pillar of the package.
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Leave & Time Off Breadth — Generous paid time off, parental leave, and company Wellness Days are highlighted, with remote‑work flexibility available for many roles.
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Parental & Family Support — Family‑focused offerings include parental leave, fertility benefits, family medical leave, and on‑site mother’s rooms to support caregivers.
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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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
