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 Success Manager at Coupa:
We are seeking an App Marketplace Business Development Partner Manager to own and orchestrate the end-to-end partner lifecycle across the App Marketplace, from partner application and qualification through onboarding and ongoing partner performance. This role acts as the central control point for the partner journey, ensuring partners progress efficiently across all stages by coordinating with Product Strategy, Product Management, Engineering, App Marketplace Solution Consulting, Product Marketing, and GTM teams. The role does not own individual functional decisions but is responsible for driving alignment, accountability, and execution across the entire process.
What You’ll Do
End-to-End Partner Lifecycle Management
Own and manage the App Marketplace partner lifecycle across all stages, including qualification, commercials, onboarding, and go-to-market readiness.
Ensure each partner progresses through defined stages with clear ownership, timelines, and accountability.
Maintain full visibility into partner status and pipeline across the organization. Partner Intake and Qualification Coordination
Manage partner application intake and initial screening process.
Coordinate evaluation across Product Strategy for strategic alignment, Product and Engineering for technical feasibility and requirements mapping, and Solution Consulting for use case validation.
Drive structured decision-making to determine whether partners proceed, iterate, or are declined. Cross-Functional Evaluation and Alignment
Facilitate partner progression through evaluation steps including use case definition, product requirement mapping, and internal technical validation.
Ensure alignment across stakeholders and remove bottlenecks to maintain momentum.
Standardize evaluation inputs and ensure consistency in decision-making. Commercials and Deal Execution
Coordinate commercial workflows including order form creation and internal approvals.
Track deal progression and ensure timely execution across stakeholders.
Partner with internal teams to resolve issues and accelerate approvals. Integration and Onboarding Management
Coordinate the onboarding execution across integration build, solution certification, and marketing readiness.
Verify across stakeholders that internal partners meet all technical, marketing and program requirements to achieve full onboarding status.
Track progress across teams and enforce timelines to ensure timely completion. Go-To-Market and Launch Coordination
Partner with Product Marketing and GTM teams to define positioning, messaging, and joint value propositions.
Enable sales teams with relevant materials and use cases.
Coordinate partner launches, including announcements, enablement sessions, and marketplace readiness. Partner Performance and Health Management
Monitor ongoing partner performance and health in collaboration with AMP GTM team
Manage business review partner calendar
Identify opportunities to scale high-performing partners and address underperformance. Events and Ecosystem Engagement
Collaborate with Events and Marketing teams to support partner participation in customer events like Inspire and Sales Kickoff activities.
Ensure execution of sponsorship deliverables and partner engagement initiatives.
Drive visibility and alignment for key partners across the organization. Operationalization and Process Improvement
Continuously improve and operationalize the App Marketplace partner lifecycle.
Support implementation of automated and agent-driven workflows to improve efficiency, visibility, and scalability.
Establish clear processes, tracking mechanisms, and reporting frameworks for partner management.What You Will Bring to Coupa
Experience in partnerships, business development, product strategy, or ecosystem management in a B2B SaaS environment.
Strong ability to manage cross-functional processes across Product, Engineering, and GTM teams.
Experience coordinating complex programs with multiple stakeholders.
Data-driven mindset with experience tracking and analyzing performance metrics.
Strong communication, organization, and stakeholder management skills.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.
Coupa Software is a total spend management platform provider that leverages community-generated AI and industry data to help businesses of all sizes optimize their spending and improve operating margins. The platform is informed by trillions of dollars of direct and indirect spend data across a global network of 10 million+ buyers and suppliers. Coupa's AI capabilities, including Coupa Compose and AI agents, enable customers to predict, prescribe, and automate smarter business decisions across sourcing, procurement, supply chain, finance, and treasury functions. The company serves large enterprises and Fortune 500 companies, positioning itself as an innovation leader in AI-driven spend management and business transformation.
