The Impact of a Partner Success Manager at Coupa:
We are seeking an App Marketplace Business Development Partner Manager to own and orchestrate the end-to-end partner lifecycle across the App Marketplace, from partner application and qualification through onboarding and ongoing partner performance. This role acts as the central control point for the partner journey, ensuring partners progress efficiently across all stages by coordinating with Product Strategy, Product Management, Engineering, App Marketplace Solution Consulting, Product Marketing, and GTM teams. The role does not own individual functional decisions but is responsible for driving alignment, accountability, and execution across the entire process.
What You’ll Do
● Own and manage the App Marketplace partner lifecycle across all stages, including
qualification, commercials, onboarding, and go-to-market readiness.
● Ensure each partner progresses through defined stages with clear ownership, timelines,
and accountability.
● Maintain full visibility into partner status and pipeline across the organization.
Partner Intake and Qualification Coordination
● Manage partner application intake and initial screening process.
● Coordinate evaluation across Product Strategy for strategic alignment, Product and
Engineering for technical feasibility and requirements mapping, and Solution Consulting
for use case validation.
● Drive structured decision-making to determine whether partners proceed, iterate, or are
declined.
Cross-Functional Evaluation and Alignment
● Facilitate partner progression through evaluation steps including use case definition,
product requirement mapping, and internal technical validation.
● Ensure alignment across stakeholders and remove bottlenecks to maintain momentum.
● Standardize evaluation inputs and ensure consistency in decision-making.
Commercials and Deal Execution
● Coordinate commercial workflows including order form creation and internal approvals.
● Track deal progression and ensure timely execution across stakeholders.
● Partner with internal teams to resolve issues and accelerate approvals.
Integration and Onboarding Management
● Coordinate the onboarding execution across integration build, solution certification, and
marketing readiness.
● Verify across stakeholders that internal partners meet all technical, marketing and
program requirements to achieve full onboarding status.
● Track progress across teams and enforce timelines to ensure timely completion.
Go-To-Market and Launch Coordination
● Partner with Product Marketing and GTM teams to define positioning, messaging, and
joint value propositions.
● Enable sales teams with relevant materials and use cases.
● Coordinate partner launches, including announcements, enablement sessions, and
marketplace readiness.
Partner Performance and Health Management
● Monitor ongoing partner performance and health in collaboration with AMP GTM team
● Manage business review partner calendar
● Identify opportunities to scale high-performing partners and address underperformance.
Events and Ecosystem Engagement
● Collaborate with Events and Marketing teams to support partner participation in
customer events like Inspire and Sales Kickoff activities.
● Ensure execution of sponsorship deliverables and partner engagement initiatives.
● Drive visibility and alignment for key partners across the organization.
Operationalization and Process Improvement
● Continuously improve and operationalize the App Marketplace partner lifecycle.
● Support implementation of automated and agent-driven workflows to improve efficiency,
visibility, and scalability.
● Establish clear processes, tracking mechanisms, and reporting frameworks for partner
management.
What You Will Bring to Coupa
management in a B2B SaaS environment.
● Strong ability to manage cross-functional processes across Product, Engineering, and
GTM teams.
● Experience coordinating complex programs with multiple stakeholders.
● Data-driven mindset with experience tracking and analyzing performance metrics.
● Strong communication, organization, and stakeholder management skills.
Skills Required
- Experience in partnerships, business development, product strategy, or ecosystem management in a B2B SaaS environment
- Ability to manage cross-functional processes across Product, Engineering, and GTM teams
- Experience coordinating complex programs with multiple stakeholders
- Data-driven mindset with experience tracking and analyzing performance metrics
- Strong communication, organization, and stakeholder management skills
What the Team is Saying
Coupa Compensation & Benefits Highlights
-
Healthcare Strength — Health, dental, vision, and mental‑wellness resources for employees and dependents begin on the first day of employment. Recent updates to health‑insurance programs this year indicate active management of core coverage.
-
Leave & Time Off Breadth — Flexible Time Off, floating holidays, paid parental leave, and dedicated volunteer time off are emphasized as part of standard offerings. A global minimum vacation allowance outside the U.S. is also advertised.
-
Retirement Support — Competitive compensation is paired with retirement savings programs, including a U.S. 401(k) with company match. An Employee Stock Purchase Plan is also referenced as part of long‑term financial support.
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.
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
