Coupa Software

Sr. Alliances Director - 11431

Coupa Software • $180K — $196K *
US-AnywhereRemote in Austin, TX
Enterprise Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10+ years in strategic alliances, partnerships, cloud ecosystems, or enterprise go-to-market roles.
  • Hands-on experience with AWS or large-scale technology platforms.
  • Proven track record in driving marketplace and co-sell revenue.
  • Strong executive presence and stakeholder management abilities.
  • Experience in complex, matrixed organizational structures.
  • Expertise in joint funding programs and commercial structures.
  • Excellent communication, negotiation, and program management skills.

Responsibilities

  • 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 and performance metrics.
  • Lead AWS Marketplace strategy and operational readiness.
  • Drive co-sell initiatives with AWS and Coupa teams.
  • Partner with Sales leadership on account planning and pipeline governance.
  • Build and maintain senior-level relationships with AWS stakeholders.

Benefits

  • Opportunity to lead Coupa's global alliance strategy with major tech players.
  • Engagement in high-level executive meetings and strategic planning.
  • Involvement in cross-functional team leadership.
  • Access to substantial resources through alliances for career development.
  • Potential for substantial influence on company growth and go-to-market strategies.
Full Job Description
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.


$180,000 - $196,000 a year

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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