Alliances Director - 11382

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.

🔹 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. 

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The Impact of an Alliances Director at Coupa: 

Coupa Software is seeking a dynamic and experienced individual to join the Partner Organization as the Senior Director of Japan Partner Ecosystems to drive the success and growth of our partner ecosystem across Japan within our Consulting, Implementation & Advisory (CI&A) Partner Program. This leadership role will focus on developing and managing strategic partnerships, working closely with cross-functional teams, and ensuring alignment with Japan Sales Leadership to drive incremental Annual Contract Value (ACV) through the CI&A partner ecosystem. The ideal candidate will have a deep understanding of the enterprise software landscape, proven experience in managing Consulting, Implementation and Advisory partners, and a track record of driving partners to positively influence sales, leading to larger, faster, and more successful deal closures.

The Impact of an Alliances Director at Coupa: 

Coupa Software is seeking a dynamic and experienced individual to join the Partner Organization as the Senior Director of Japan Partner Ecosystems to drive the success and growth of our partner ecosystem across Japan within our Consulting, Implementation & Advisory (CI&A) Partner Program. This leadership role will focus on developing and managing strategic partnerships, working closely with cross-functional teams, and ensuring alignment with Japan Sales Leadership to drive incremental Annual Contract Value (ACV) through the CI&A partner ecosystem. The ideal candidate will have a deep understanding of the enterprise software landscape, proven experience in managing Consulting, Implementation and Advisory partners, and a track record of driving partners to positively influence sales, leading to larger, faster, and more successful deal closures.

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. 

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Partnership Strategy & Development:
Develop and execute a comprehensive Japan Partner Ecosystem strategy, focusing on building, nurturing, and expanding strategic relationships with key partners, including resellers, system integrators (SIs), and referral partners.

Partner Management:
Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities, and the ability to drive the Coupa value proposition with customers. Build Partner Practices through business plan development, account planning, partner expectation management, and industry/regional/product focus. Plan for Success through Partner achievement target agreement, capacity planning and growth investment.

Sales Alignment & Collaboration:
Collaborate closely with Japan Sales Leadership to align partner strategies with regional sales objectives. Drive partner initiatives that accelerate deal velocity, increase deal size, and ensure that the partner ecosystem complements and enhances direct sales efforts.

Cross-Functional Leadership:
Work closely with internal teams including Marketing, Sales, Product, and Customer Success to ensure that partners are fully enabled and supported in delivering value to customers. Drive the integration of partner solutions into go-to-market strategies and campaigns.

Revenue Growth & Performance:
Establish and monitor key performance indicators (KPIs) to track the contribution of the partner ecosystem to regional ACV growth. Ensure that partners are helping to close deals faster and at higher value by offering complementary solutions and services.

Ecosystem Innovation:
Identify new market opportunities and potential partnerships to extend the reach and impact of the Coupa ecosystem. Innovate and enhance the partner program to ensure Coupa remains a top choice for partners in the enterprise software space.

Operational Excellence:
Ensure operational effectiveness across the partner ecosystem by streamlining processes, optimizing tools, and leveraging data to drive decision-making. Continuously improve partner engagement models and business processes to maximize efficiency.

10+ years of experience in partner ecosystems, alliances, or channel management within the enterprise software industry, with a focus on the Japan region.

Demonstrated ability to work with cross-functional teams and regional sales leadership, aligning partner strategies with overall sales and revenue goals.

Strong understanding of enterprise sales processes, with experience in enabling partners to drive incremental ACV and accelerate deal closures.

Excellent communication and interpersonal skills, with the ability to influence and build strong relationships with both internal stakeholders and external partners.

Deep knowledge of the software/SaaS landscape, with a preference for experience in B2B financial software solutions.

Ability to travel across the Japan region and occasionally to APAC or North America for key meetings and events.

Bachelor’s degree in business, marketing, or related field; MBA preferred.