The Role
Lead Americas partner success strategy and team, build executive partner relationships, drive partner activation and commercial readiness, align cross-functional stakeholders, develop partner business plans, and evolve the regional partner model to meet growth goals.
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.
Coupa is hiring a Regional Leader for Partner Success in the Americas, completing our global leadership team alongside the existing EMEA and APJ leads. This person will own the strategy, growth, and performance of our partner ecosystem across North and South America and will lead an established team of senior and junior partner success professionals in the region.
This is a build-and-run role. Some elements of the charter are well defined; others will take shape as the leader gets into the business. We expect this person to operate with seniority and judgment to bring structure and clarity where it doesn't yet exist, rather than wait for it to be handed to them.
What You'll Do:
• Own the Americas partner success strategy, define priorities, structure, and operating rhythm for the region, in step with the global charter set by EMEA and APJ.
• Lead, grow, and develop the existing team of senior and junior partner success managers across North and South America.
• Build and manage executive-level partner relationships to accelerate partners' ability to position, sell, and deliver Coupa solutions.
• Drive partner activation, capability, and capacity, in partnership with Field Alliances and Professional Services.
• Develop partner-specific business plans aligned to regional and vertical growth goals and track them through scorecards and regular reviews.
• Act as the primary point of contact between partners and internal teams along with alliance owners, Sales, Professional Services, Marketing, Product, and Finance.
• Partners with account managers and practice leads on resource capacity planning and pipeline growth.
• Ensure partners are commercially ready to transact and resolve issues as they surface.
• Bring a point of view on where the regional partner model should evolve, and help shape it, rather than simply run what exists today.
• Represent the Americas region in global partner success planning, contributing to and aligning with worldwide strategy.
• Lead, grow, and develop the existing team of senior and junior partner success managers across North and South America.
• Build and manage executive-level partner relationships to accelerate partners' ability to position, sell, and deliver Coupa solutions.
• Drive partner activation, capability, and capacity, in partnership with Field Alliances and Professional Services.
• Develop partner-specific business plans aligned to regional and vertical growth goals and track them through scorecards and regular reviews.
• Act as the primary point of contact between partners and internal teams along with alliance owners, Sales, Professional Services, Marketing, Product, and Finance.
• Partners with account managers and practice leads on resource capacity planning and pipeline growth.
• Ensure partners are commercially ready to transact and resolve issues as they surface.
• Bring a point of view on where the regional partner model should evolve, and help shape it, rather than simply run what exists today.
• Represent the Americas region in global partner success planning, contributing to and aligning with worldwide strategy.
What You Will Bring to Coupa:
• 15+ years in software implementation, pre-sales, or partner/channel development, ideally in procurement, finance, or enterprise SaaS. Coupa or direct-competitor experience is a strong plus.
• A track record of leading teams through senior individual contributors, not just early-career staff.
• Demonstrated ability to operate cross-functionally at the executive level, with partners and internally.
• Comfortable working across North and South America; Spanish and/or Portuguese fluency is a plus.
• A blend of technical credibility (solution/delivery fluency) and business acumen (commercial and relationship skills).
• Bachelor's degree required; MBA or equivalent a plus.
• Comfortably operating with partial information and building clarity as they go.
• A track record of leading teams through senior individual contributors, not just early-career staff.
• Demonstrated ability to operate cross-functionally at the executive level, with partners and internally.
• Comfortable working across North and South America; Spanish and/or Portuguese fluency is a plus.
• A blend of technical credibility (solution/delivery fluency) and business acumen (commercial and relationship skills).
• Bachelor's degree required; MBA or equivalent a plus.
• Comfortably operating with partial information and building clarity as they go.
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
- 15+ years in software implementation, pre-sales, or partner/channel development (preferably procurement, finance, or enterprise SaaS)
- Proven track record of leading teams including senior individual contributors
- Demonstrated ability to operate cross-functionally at the executive level
- Comfortable working across North and South America
- Spanish and/or Portuguese fluency
- Technical credibility (solution/delivery fluency) combined with commercial and relationship skills
- Bachelor's degree
- MBA or equivalent
- Coupa or direct-competitor experience
- Ability to operate with partial information and build clarity
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 — 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.
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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.
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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.
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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
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Bangalore office
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Boston, MA
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Dubai, Dubai 48800
Hyderabad office
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Pune office
Shivaji Nagar, IN
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Uppsala, SE
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