Partner Business Director - 11748

Coupa Software, Inc.; Germany (OH); On-site; USD 116,000 - 131,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off

Employee Assistance Program

Travel Protection

Referral Bonus Program

Job summary

Coupa Software, Inc. is seeking a Partner Business Director to drive indirect revenue growth by bridging strategic alliances with regional sales teams across EMEA.

You will scale the Accenture partnership, enable joint go-to-market plans, and manage relationships with Accenture’s Sourcing, Procurement, and other practices to accelerate pipeline and ACV growth. The role demands 7–10+ years in enterprise software sales or alliances, GSIs expertise, and strong English communication, with travel up

Qualifications

• 7–10+ years in enterprise software sales or alliances.
• Proven track record building and scaling a GSI alliance (Accenture preferred).
• Experience with GSIs' practice structures and sales motions.
• Knowledge of procurement, spend management, or ERP/finance markets.
• Fluency in English; willingness to travel up to 50%.

Responsibilities

• Lead Accenture alliance across EMEA driving pipeline and ACV growth.
• Own alliance strategy and joint business plans across EMEA.
• Manage Accenture relationships across regions and practices.
• Coordinate joint GTM plans with sales teams.
• Forecast and review pipeline and deals.
• Support co-sell deals including pricing and pre-sales.
• Lead QBRs with Accenture leadership.
• Drive enablement and certification for Coupa platform.
• Ensure alignment across partner and Coupa teams.
• Track partner performance and market trends.

Skills

Enterprise software sales

Alliances / channel management

Global Systems Integrators experience

Accenture partnership management

Sales forecasting (Salesforce/Clari)

English fluency

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

€100,000 - €113,333 a year

OTE range EUR 143,000-161,667 with a mix of 70/30

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

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 days off each 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.
• Birthday Time-Off:Celebrate your day!Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (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.

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