[Hiring] Partner Business Director @Coupa Software

Role Description

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.

Qualifications

• 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.

Requirements

• €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.

Benefits

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year.
• Birthday Time-Off: Coupa provides a paid day off on your birthday or another day of your choice within your birthday month.
• Volunteer Time Off (VTO): We offer 40 hours of paid VTO annually to support community initiatives and volunteer programs.
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support and work-life solutions.
• Business Travel Protection: Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel.
• Referral Bonus Program: Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances.
• Highly competitive, location-specific benefits packages including comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection.