What you will do:
- Achieve sales quotas for allocated territory on a quarterly and annual basis
- Interface with the global team and stakeholders in the time zone, including visibility of contracts renewal and de-bookings, pipeline management, and forecasting
- Align offerings and solutions with regional GTM and interlock with global GTM plans, including solution and industry focus
- Educate Field AEs on the differentiation of partnerships so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams
- Conduct in-depth research of GSI partner needs, business conditions, and drivers across AMER, EMEA, and APJ to tailor the Coupa value proposition
- Support prospect qualification, development, and execution of new sales opportunities across various GTM segments
- Accelerate license consumption and adapt to challenging scenarios and problem statements
- Help build the Coupa practice with GSI partners beyond Cloud and Infrastructure and elevate their delivery capability matrix across industry solutions
- Develop comprehensive joint go-to-market business plans with GSI partners, leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
Additional Responsibilities:
- Jointly sell and lead the effective collaboration of “deal level” strategies and tactics between sales and partners at both new and existing customers to drive new logos and NNACV ‘Sourced-Influence’ revenue
- Work strategically to identify new industry-specific ‘use cases and solutions’ with GSI partners
- Develop world-class business plans with associated QBR governance and executive sponsorship with GSI partners, including committed targets and shared metrics
- Manage potential conflicts and develop aligned approaches and resolutions at executive levels
What you will bring to Coupa:
- 12+ years of prior global alliances and partner sales experience, including business development in enterprise software and/or cloud services (including enterprise SaaS), driving partner revenue and accelerated growth with and through SI-SP partners in collaboration with an enterprise sales force
- Proven skills in building go-to-market plans for channel, SI, and partner organizations
- Successful industry experience working with strategic systems integrators and service providers that utilize software/SaaS embedded in their service offerings
- Goal-oriented and confident, with the aptitude and desire to work with a high-performing team. This individual must demonstrate an ability to operate in a highly collaborative environment and foster a “win as a team” environment
- Diligence in measuring and communicating progress to achieve targeted business results, identifying obstacles, and associated remediation plans
- Experience and relationships with major SIs, ISVs, managed service providers, value-added resellers, and experience with leading software, cloud, and SaaS organizations required
- Bachelor’s degree and/or MBA degree is a strong plus
•Base range of $217,000 - $238,000 + eligibility for commission with an estimated pay 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 within the state.
At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.
At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.
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