Job description
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.
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.
Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.
The Impact of a Partner Account Manager at Coupa:
We are seeking a highly motivated and experienced Partner Account Manager to join our growing App Marketplace team. This role is crucial for cultivating and expanding relationships with our ISV partners, ensuring their success within the Coupa ecosystem, and driving the growth of the App Marketplace. The ideal candidate will have a strong understanding of partner management, a passion for technology, and a proven ability to drive sales results in a fast-paced environment.
What You’ll Do:
- Partner Relationship Management: Develop and maintain strong, long-lasting relationships with a portfolio of ISV partners. Serve as the primary point of contact for assigned partners, addressing their needs and ensuring their satisfaction with the Coupa App Marketplace program. Build and nurture key partner relationships and strategic collaborators to amplify category definition, brand awareness, and customer acquisition.
- Internal Stakeholder Enablement: Build and maintain trusting relationships with Coupa account owners and provide ongoing enablement of App Marketplace value.
- Partner Business Development & Go-to-Market (GTM) Strategy: Identify opportunities for partner growth and expansion within the App Marketplace. Collaborate with partners to define and execute joint business plans and GTM strategies to drive adoption and revenue growth. This includes co-marketing activities, sales enablement, new feature development, defining target audiences, developing compelling messaging, account planning & targeting, and enabling Coupa’s sales force on partner solutions. Actively participate in joint sales activities and events to generate a well-qualified pipeline.
- Performance Monitoring & Revenue Tracking: Track and analyze partner performance against key metrics, including application adoption, customer satisfaction, and revenue contribution. Regularly monitor and report on the financial impact of partner activities, providing insights and recommendations for optimization. Provide regular reports to internal stakeholders on partner health and program progress.
- Financial Support: Support the Finance team in the collection of revenue share from partner-sold deals, ensuring accurate tracking and reporting of partner contributions.
- Marketplace Strategy & Feedback: Collect partner feedback and insights to inform the ongoing development and improvement of the Coupa App Marketplace. Collaborate with the App Marketplace Solutions Consulting (SC) team, product, engineering, and marketing teams to enhance the partner experience and drive marketplace innovation.
- Troubleshooting & Support Coordination: Act as a liaison between partners and internal Coupa teams (e.g., Marketplace Solutions Consulting, support, product, legal) to resolve issues and ensure a seamless partner experience.
- Market Research: Stay informed about industry trends, competitive landscape, and emerging technologies relevant to the App Marketplace and ISV ecosystem.
What You Will Bring:
- Bachelor’s degree in Business, Marketing, Computer Science, or proven experience in a related field.
- 5+ years of experience in enterprise partner management, sales, channel sales, or business development within a SaaS or technology company.
- Proven sales background with experience in achieving revenue targets.
- Demonstrated experience working with ISV partners and managing an app marketplace or ecosystem.
- Strong understanding of API integrations, cloud platforms, and enterprise software.
- Proven ability to build and maintain strong relationships with diverse stakeholders.
- Excellent communication, presentation, and negotiation skills.
- Highly organized with strong project management abilities and attention to detail.
- Ability to work independently and as part of a collaborative team in a dynamic environment.
- Experience with PRM/CRM software (e.g., Salesforce) tools preferred.
Why Join Coupa?
- Be part of a rapidly growing, innovative company that is transforming Business Spend Management.
- Work with a talented and passionate team dedicated to partner success.
- Opportunity to make a significant impact on the growth and evolution of our App Marketplace.
- Competitive salary and benefits package.
- Vibrant company culture with opportunities for professional development and growth.
- If you are a driven and results-oriented individual with a passion for building successful partnerships, we encourage you to apply!
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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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