Director, EMEA Partner Success Management - London

Senior Appointments
Ref: 440 Date Posted: Monday 24 Feb 2020
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Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a “Great Place to Work” by the Great Place to Work organization. We deliver “Value as a Service” by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally.

The Coupa platform provides greater visibility into and control over how companies spend money.

Customers – small, medium and large – have used the Coupa platform to bring billions of dollars in cumulative spend under management. Learn more at Read more on the Coupa Blog or follow @Coupa on Twitter. Do you want to work for Coupa Software, the world's leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth.

At Coupa, we’re building a great company that is laser focused on three core values:

1. Ensure Customer Success – Obsessive and unwavering commitment to making customers successful.

2. Focus On Results – Relentless focus on delivering results through innovation and a bias for action.

3. Strive For Excellence – Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

Reporting to the VP of Global Partner Success, the ideal candidate will have both a business background that enables them to engage at the executive level, as well as industry/consulting experience pertaining to the delivery of spend management solutions. This person should have a demonstrated ability to think about strategic partnerships, and how to drive growth and strong alignment within those partnerships. Coupa’s partner program, Partner Connect, was designed to create an experienced and highly leveraged partner ecosystem capable of supporting mutual customers looking to optimize business spending from end to end. Partners consist of consulting and implementation practices, technology providers, and resellers focused on source to contract, procure to pay, expense management, business process optimization, change management, and supplier onboarding.

The resource in this position is responsible for driving continuous improvement within the European partner ecosystem ensuring partners have both the capacity and the capability to deliver the Coupa solution.


•Collaborate with Coupa Regional Alliance Directors to establish partner ecosystem growth initiatives and selection processes.

•Develop and implement partner specific business plans (Training, Delivery Capabilities, Business Development) that align with Coupa's regional and/or vertical strategy.

•Develop and manage executive relationships with implementation partners to accelerate each partner's ability to position, sell, and implement the Coupa platform.

•Educate Coupa Partners on delivery methodology to drive alignment between partner scoping/staffing/delivery approach and Coupa Services.

•Incorporate Coupa Services and Customer feedback into a partner scorecard that will be used to drive continuous improvement.

•Serve as liaison between partner and various internal Coupa Teams (PS, Alliances, Marketing, Sales, Product & Technology, Finance).

•Drive regular communication (weekly, biweekly, quarterly, yearly) with partners to address collective action items, or delivery/sales priorities.

•Ensure partner is enabled to transact with Coupa (MSA, Hour Submission, and Invoicing)

•Encourage creation of Capability Networks (cross border networks) amongst key global partners to facilitate resource, knowledge sharing and increased consistency in approach.

•Align regional partner enablement strategy with region sales and services strategy.

•Periodically review partner ecosystem and rationalize as necessary.


Bachelor's degree in business or a related field, with a background in channel and partner development and execution or account management.

A knowledge of technology partners in procurement and adjacencies

Excellent oral and written communication skills Excellent time management and interpersonal skills

Exceptional collaboration and relationship-building skills – with the ability to develop work in relationships at all levels of management

Leadership qualities that reflect a self-motivated individual with the ability to work as part of a team.

Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences

Strong project management and analytical skills

10+ years of relevant work experience in product/platform, partnership or technical experience in enterprise technology and SaaS companies, including 7+ years of related partner facing experience