Partner Business Director - 11518

The Partner Business Director at Coupa is responsible for driving indirect revenue growth through strategic alliances and regional sales, transforming partner ecosystems into high-performance engines that expand the reach of Coupa's AI-driven spend management platform.

Location: United Kingdom

Responsibilities

• Lead Coupa’s partner strategy in your region, 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.

Requirements

• 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.