Sr. Alliances Director - 11431

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

🔹 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.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

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.

• 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.

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .

Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.

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