Partner Business Director - 11518

The Impact of a Partner Business Director at Coupa

As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region. By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution. Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world-class enablement, and ultimately deliver the transformative power of our AI-driven spend management platform to a broader global network of customers.

What You’ll Do

• Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth.
• Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances.
• Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts.
• Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities.
• Generate new pipeline through partner-led prospecting, field events, and marketing programs.
• Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari.
• Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support.
• Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets.
• Drive partner onboarding, enablement, and continuous education to improve selling capability.
• Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum.
• Lead regional partner events and executive engagement activities.
• Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities.

What You Will Bring to Coupa

• 5–7+ years in enterprise software sales, channel sales, or alliances.
• Proven success in hunting, closing, and forecasting enterprise deals.
• Experience building or scaling partner-led or indirect sales motions.
• Strong understanding of enterprise sales cycles and pipeline management.
• Experience with Salesforce and forecasting tools (e.g. Clari).
• Strong relationship-building and executive communication skills.
• Ability to operate in a fast-paced, matrixed environment.
• Willingness to travel up to 50%.
• Fluency in FRENCH is a must.
• Bachelor’s degree or equivalent experience.