Sr Partner Success Manager - 11656

What You’ll Do

End-to-End Partner Lifecycle Management
● 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

● Experience in partnerships, business development, product strategy, or ecosystem
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.