Coupa Software

Sr. Alliances Director - 11431

Coupa Software • $130K — $180K *
Austin, TX 78745In-Person
Enterprise Technology
8 - 10 years of experience
Reposted Today
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Job Overview by Ladders

Qualifications

  • 10+ years in strategic alliances or enterprise go-to-market activities.
  • Experience with AWS or major technology platforms is essential.
  • Demonstrated success in generating marketplace and co-sell revenue.
  • Strong executive presence and adept at stakeholder management.
  • Experience in complex, matrixed organizational structures.
  • Knowledge of joint funding programs and commercial agreements.
  • Exceptional communication and program management skills.

Responsibilities

  • Own and drive Coupa's global alliance strategy with AWS and Amazon Business.
  • Develop multi-year partnership roadmaps to meet growth targets.
  • Lead AWS Marketplace strategy and ensure operational readiness.
  • Drive co-sell execution with AWS and Coupa teams.
  • Partner with sales leadership for account planning and pipeline governance.
  • Engage with AWS executives and manage governance processes.
  • Lead cross-functional operations and continuous improvement initiatives.

Benefits

  • Comprehensive health and wellness packages.
  • Flexible work environment with remote options.
  • Opportunities for professional development and ongoing training.
  • Generous paid time off and holiday policies.
  • Involvement in a dynamic and innovative company culture.
Full Job Description
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.

About Coupa Software

Coupa Software is a cloud-based business spend management platform that helps companies control their spending and generate savings. The company's platform provides procurement, invoicing, and expense management solutions that enable businesses to manage their spending across various categories, including travel and expense, contingent workforce, and marketing. Coupa Software's platform is designed to be user-friendly and accessible from any device, making it easy for employees to manage their spending and for businesses to track their expenses. The company serves customers in a variety of industries, including healthcare, retail, and manufacturing.
Learn more about Coupa Software
Size
3,076 employees
Market Cap
$5.9 billion
Industry
Consumer Technology
Net Income
-$142.7 million
Founded
2006
5 Year Trend
+40.2%
Revenue
$489.5 million
NASDAQ
COUP
* Ladders Estimates

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