Sr. Channel Sales Manager - 10778

coupa-software-inc-ats-1; Chicago (IL); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Global Wellness Days

Birthday Time-Off

Volunteer Time Off (VTO)

Employee Assistance Program (EAP)

Business Travel Protection

Referral Bonus Program

Job summary

Coupa is seeking a Partner Account Manager to expand relationships with North America partners, drive co-marketing and revenue growth, and enable partner ecosystems.

You will manage partner relationships, define joint business plans, monitor performance, and collaborate with internal teams to optimize outcomes.

Qualifications

• Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience.
• 5+ years in partner management, sales, channel sales, or business development in SaaS or tech.
• Proven track record of meeting revenue targets through partner ecosystems.
• Experience with PRM/CRM tools like Salesforce is a plus.

Responsibilities

• Serve as the primary contact for assigned partners, driving satisfaction and growth.
• Define joint GTM plans with partners, including co-marketing and enablement.
• Align with Coupa account teams to enable internal and external stakeholders.
• Monitor partner performance and revenue, providing insights and recommendations.
• Coordinate with cross-functional teams to resolve partner issues and incentives.
• Gather partner feedback and conduct quarterly business reviews to maximize contributions.

Skills

Partner management

Sales & BD

Go-to-Market planning

Channel sales

Relationship management

Communication & negotiation

Salesforce (CRM)

Education

Bachelor's degree in Business/Marketing/CS or equivalent

Tools

Salesforce

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 Account Manager at Coupa:

We are seeking a highly motivated and experienced Partner Account Manager (PAM) to join our growing North America Partner Organization. This role is crucial for cultivating and expanding relationships with our partners, ensuring their success within the Coupa ecosystem, and driving new business growth for their practice. The ideal candidate will have a strong understanding of partner management, a passion for technology, and a proven ability to drive sales results in a fast-paced environment.

What You’ll Do:

• Partner Relationship Management: Serve as the primary point of contact for assigned partners, building strong, strategic relationships to drive satisfaction, brand awareness, and customer acquisition.
• Go-to-Market & Business Development: Collaborate with partners to define and execute joint business plans and GTM strategies, including co-marketing, sales enablement, account planning, and salesforce education to drive growth and adoption.
• Internal & External Enablement: Build trust and alignment with Coupa account teams while enabling internal and external stakeholders on the value and offerings of the partner.
• Performance & Revenue Tracking: Monitor partner performance and revenue contribution, analyze KPIs, and provide reporting and recommendations to internal stakeholders for optimization.
• Operational & Financial Support: Support the Finance team in tracking and collecting partner revenue share, while coordinating with cross-functional teams to troubleshoot and resolve partner issues.
• Strategy, Innovation & Insights: Gather partner feedback and conduct field and quarterly business reviews to ensure partners maximize contribution and GTM offerings.

What You Will Bring to Coupa:

• Education & Experience: Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience; 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment.
• Sales & Ecosystem Expertise: Proven track record of meeting revenue targets, with experience managing all partnerships and working within partner ecosystems.
• Technical Acumen: Strong understanding of cloud platforms and enterprise software solutions.
• Relationship Management: Demonstrated ability to build and sustain strong relationships with cross-functional teams and external stakeholders.
• Communication & Execution: Excellent communication, presentation, and negotiation skills, with strong project management capabilities and attention to detail.
• Tools & Independence: Comfortable working both independently and collaboratively in a fast-paced environment; experience with PRM/CRM tools like Salesforce is a plus.

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.

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:

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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