Sr. Alliances Director - 11431

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.

The Impact of a Sr. Alliances Director at Coupa

Coupa is seeking a Senior Strategic Alliances Director to lead and scale our global partnership with Amazon, including Amazon Web Services (AWS) and Amazon Business. This role drives AWS Marketplace performance, co-sell execution, and joint go-to-market programs to accelerate revenue growth and customer value.

What You'll Do

Alliance Strategy & Leadership

• 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.

AWS Marketplace & Co-Sell Execution

• 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.

Go-To-Market & Revenue Acceleration

• 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.

Executive Engagement & Governance

• 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.

Funding, Incentives & Commercial Management

• Own AWS SCA, MDF, and incentive programs.
• Manage investment planning, ROI tracking, and compliance.
• Partner with Finance and Legal on commercial structures and agreements.

Cross-Functional Operations & Enablement

• 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.

Partner Relationship Management

• 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.

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.