Alliances Director

Johannesburg, Gauteng, ZA

Company: Coupa

Category: Management Occupations

Published on 2021-10-25T18:21:17.000000Z

Do you want to work for Coupa Software

, the world's leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we’re building a great company that is laser focused on three core values:
1. Ensure Customer Success  – Obsessive and unwavering commitment to making customers successful. 2. Focus On Results  – Relentless focus on delivering results through innovation and a bias for action. 3. Strive For Excellence  – Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.
The ideal candidate is a natural relationship builder, drives towards win-win outcomes, and recognises the anatomy of complex deals within Fortune 5000 accounts. To succeed in this role, you need to be comfortable working in a sales motion that encompasses multiple routes to market and requires careful coordination amongst the parties.


Drive collaboration between Coupa direct sales team and our global and regional Alliance Partners. Establish a framework in which partners thrive Coordinate, recruit, manage and develop a world class network of partners to drive customer outcomes across the globe Drive pipeline creation, attach rates, and close rates across opportunities that are co-owned by both Coupa sales teams and alliance partner teams Develop, coordinate and execute strategies for demand creation and conversion with strategic advisory and technology partners.


Polished interpersonal skills and executive friendly communication style Demonstrable track record of achieving/exceeding sales targets 3+ years of Sales experience with demonstrable results closing mid-six/seven figure deals. 3-5 years of experience working with Big 4 and top tier advisory partners, ideally across a global framework. Commercially astute and experienced in developing business cases and ROI in collaboration with partners including managing sales cycles in a coordinated fashion Strong SaaS awareness and knowledge of how to drive an ecosystem sales cycle, including with third party implementation and transformation teams. Extremely strong relationship building and presentation skills The ability to structure and plan your work, and execute to your plan Passion for understanding customers, their problems, opportunities and experiences. Ability to establish rapport, credibility & influence at all levels of an organisation, including CFO and CIO

At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. It’s our people who make it happen, and we strive to attract and retain the best in every discipline.We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, retirement and savings plans with employer match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches…And much more!As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.

Please be advised, inquiries or resumes from recruiters will not be accepted.

Apply for the job