The Impact of a Partner Success Manager at Coupa:

We are seeking an App Marketplace Business Development Partner Manager to own and orchestrate the end-to-end partner lifecycle across the App Marketplace, from partner application and qualification through onboarding and ongoing partner performance. This role acts as the central control point for the partner journey, ensuring partners progress efficiently across all stages by coordinating with Product Strategy, Product Management, Engineering, App Marketplace Solution Consulting, Product Marketing, and GTM teams. The role does not own individual functional decisions but is responsible for driving alignment, accountability, and execution across the entire process.

What You'll Do

End-to-End Partner Lifecycle Management
• Own and manage the App Marketplace partner lifecycle across all stages, including
qualification, commercials, onboarding, and go-to-market readiness.
• Ensure each partner progresses through defined stages with clear ownership, timelines,
and accountability.
• Maintain full visibility into partner status and pipeline across the organization.
Partner Intake and Qualification Coordination
• Manage partner application intake and initial screening process.
• Coordinate evaluation across Product Strategy for strategic alignment, Product and
Engineering for technical feasibility and requirements mapping, and Solution Consulting
for use case validation.
• Drive structured decision-making to determine whether partners proceed, iterate, or are
declined.
Cross-Functional Evaluation and Alignment
• Facilitate partner progression through evaluation steps including use case definition,
product requirement mapping, and internal technical validation.
• Ensure alignment across stakeholders and remove bottlenecks to maintain momentum.
• Standardize evaluation inputs and ensure consistency in decision-making.
Commercials and Deal Execution
• Coordinate commercial workflows including order form creation and internal approvals.
• Track deal progression and ensure timely execution across stakeholders.
• Partner with internal teams to resolve issues and accelerate approvals.
Integration and Onboarding Management
• Coordinate the onboarding execution across integration build, solution certification, and
marketing readiness.
• Verify across stakeholders that internal partners meet all technical, marketing and
program requirements to achieve full onboarding status.
• Track progress across teams and enforce timelines to ensure timely completion.
Go-To-Market and Launch Coordination
• Partner with Product Marketing and GTM teams to define positioning, messaging, and
joint value propositions.
• Enable sales teams with relevant materials and use cases.
• Coordinate partner launches, including announcements, enablement sessions, and
marketplace readiness.
Partner Performance and Health Management
• Monitor ongoing partner performance and health in collaboration with AMP GTM team
• Manage business review partner calendar
• Identify opportunities to scale high-performing partners and address underperformance.
Events and Ecosystem Engagement
• Collaborate with Events and Marketing teams to support partner participation in
customer events like Inspire and Sales Kickoff activities.
• Ensure execution of sponsorship deliverables and partner engagement initiatives.
• Drive visibility and alignment for key partners across the organization.
Operationalization and Process Improvement
• Continuously improve and operationalize the App Marketplace partner lifecycle.
• Support implementation of automated and agent-driven workflows to improve efficiency,
visibility, and scalability.
• Establish clear processes, tracking mechanisms, and reporting frameworks for partner
management.

What You Will Bring to Coupa
• Experience in partnerships, business development, product strategy, or ecosystem
management in a B2B SaaS environment.
• Strong ability to manage cross-functional processes across Product, Engineering, and
GTM teams.
• Experience coordinating complex programs with multiple stakeholders.
• Data-driven mindset with experience tracking and analyzing performance metrics.
• Strong communication, organization, and stakeholder management skills.

$104,000 - $145,333 a year

The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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