Partner Business Director - 11748

United States Digital Space LLC; Germany (OH); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time Off

Volunteer Time Off

Employee Assistance Program

Travel Protection

Referral Bonus

Comprehensive medical/dental insurance

Job summary

Coupa is seeking a Partner Business Director to act as the primary architect of indirect revenue growth within your region, bridging strategic alliances with regional sales and helping accelerate Accenture-led deals. You will drive partner-sourced and partner-influenced pipeline and manage joint GTM plans with Accenture’s teams across EMEA.

You will lead forecasting, pipeline reviews, and enablement across Accenture’s EMEA org, collaborating with Procurement, Sourcing and other practices, and

Qualifications

• 7–10+ years in enterprise software sales, alliances, or channel.
• Proven track record of building and scaling a GSI alliance (Accenture preferred).
• Understanding of how GSIs operate across practice structures and country units.
• Experience with co-sell programs, pipeline management, and revenue growth.
• Fluent English; willingness to travel up to 50%.

Responsibilities

• Lead Accenture alliance across EMEA to drive partner-sourced and partner-influenced pipeline.
• Own and execute the Accenture alliance strategy across EMEA, aligning with joint business plan.
• Manage relationships with Accenture’s EMEA units, practices, and country markets.
• Develop joint account and GTM plans with Accenture and Coupa regional teams.
• Generate pipeline through Accenture-led prospecting and co-marketing programs.
• Lead forecasting, pipeline reviews, and deal momentum in Salesforce/Clari.
• Support full sales cycle for Accenture co-sell deals, including RFPs and pricing.
• Run QBRs with Accenture leadership against pipeline and revenue targets.
• Coordinate executive sponsorship and participation in events like Coupa Inspire.

Skills

Enterprise software sales

Alliances & channels

GSI knowledge

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Clari

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 Business Director at Coupa:

As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region. By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution. Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world-class enablement, and ultimately deliver the transformative power of our AI-driven spend management platform to a broader global network of customers.

What You’ll Do

• Lead Coupa’s strategic alliance with Accenture across EMEA – our Global Partner of the Year – driving partner-sourced and partner-influenced pipeline creation, co-sell execution, and alliance growth across the region.
• Own and execute Coupa’s alliance strategy for Accenture across EMEA, driving partner-sourced and partner-influenced pipeline and ACV growth against an agreed joint business plan
• Manage and expand relationships across Accenture’s EMEA organisation, including its Sourcing & Procurement, Supply Chain, and Reinvention Services practices, as well as country market units and industry groups
• Build joint account and go-to-market plans with Accenture and Coupa regional sales teams, aligned to EMEA growth priorities and key industry verticals
• Generate new pipeline through Accenture-led prospecting, joint field events, executive roundtables, and co-marketing programs across EMEA markets
• Lead forecasting, pipeline inspection, and deal reviews for all Accenture-related opportunities, ensuring accuracy in Salesforce and Clari
• Support full sales cycle execution on Accenture co-sell deals, including customer engagement, RFPs, pricing, and pre-sales support
• Run Quarterly Business Reviews (QBRs) and performance reviews with Accenture EMEA leadership against mutual pipeline, revenue, and customer success targets
• Orchestrate executive alignment and sponsorship between Accenture and Coupa leadership, including engagement at flagship events such as Coupa Inspire and regional partner summits
• Drive Accenture practice onboarding, enablement, and certification growth across the Coupa platform, including AI-driven Total Spend Management capabilities and new product releases
• Act as the primary liaison between Accenture and Coupa’s EMEA sales, pre-sales, professional services, and Partner success teams, ensuring alignment, delivery quality, and deal momentum
• Champion joint solutions, accelerators, and Accenture-built apps to differentiate the partnership and shorten sales cycles
• Track and analyse Accenture partner performance, pipeline health, and EMEA market trends to identify white space and growth opportunities

What You Will Bring to Coupa

• 7–10+ years in enterprise software sales, alliances, or channel, with significant experience managing Global Systems Integrators (GSIs)
• Proven track record of building and scaling a GSI alliance (ideally Accenture) and driving partner-sourced and partner-influenced revenue
• Deep understanding of how GSIs operate, including practice structures, industry groups, country market units, and consulting-led sales motions
• Knowledge of procurement, spend management, supply chain, or adjacent ERP/finance software markets strongly preferred
• Strong understanding of enterprise & mid-market sales cycles, co-sell execution, and pipeline management across multiple EMEA markets
• Experience with Salesforce and forecasting tools (e.g. Clari)
• Executive presence and communication skills, with the ability to engage Managing Director and Partner-level stakeholders
• Ability to operate in a fast-paced, matrixed environment across cultures, countries, and time zones
• Willingness to travel up to 50% across EMEA
• Fluency in English required; additional European languages an advantage
• Bachelor’s degree or equivalent experience

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being. We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-Being Perks (For All Employees Globally)

• Global Wellness Days:Enjoy two designated, company-wide paid wellness daysoffeach year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together.
• BirthdayTime-Off:Celebrate your day!Coupa provides a paid dayoffon yourbirthdayor another day of your choice within yourbirthdaymonth.
• VolunteerTimeOff(VTO):Giving back is in our DNA.We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about.
• Employee Assistance Program (EAP):Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents.
• Business Travel Protection:Travel with peace of mind.Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program:Share the Coupa experience!Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles.

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

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. Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa’s ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.