Channel Sales Manager - DACH-9796

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. 

The Impact of a Channel Sales Manager to Coupa:

As a Channel Sales Manager, you will play a pivotal role in shaping and executing Coupa’s Indirect Sales Strategy in the DACH region. You will take ownership of a portfolio of 4+ strategic reseller partners, driving revenue, recruiting partners, building deep relationships, and ensuring success across all stages of the sales cycle.

This is a high-impact role where your ability to recruit, develop, educate, and enable partners will directly contribute to Coupa’s success.

Fluency in German and English (both written and spoken) is essential and Travel will be up to 50% across the DACH region to engage with partners and customers, ensuring strong market presence and relationship-building.

What You'll Do:

• Own and grow Coupa’s indirect sales pipeline by managing strategic partner relationships, expanding their customer base, and driving revenue growth across DACH.
• Act as a trusted advisor to partners and clients, ensuring a deep understanding of Coupa’s solutions and competitive advantages.
• Lead strategic deal execution, guiding partners through the full sales cycle—from pipeline generation to closing high-value contracts.
• Identify, recruit, and onboard high-potential reseller and alliance partners in the DACH region, ensuring alignment with Coupa’s growth strategy and market expansion goals..
• Collaborate cross-functionally with Coupa’s direct sales, marketing, and solution consulting teams to optimize go-to-market strategies.
• Leverage data-driven insights to measure performance, track partner success, and refine sales strategies.
• Represent Coupa at key industry events, including conferences, executive networking sessions, and thought leadership roundtables.

What You Will Bring to Coupa:

• Proven track record in software sales (5+ years), ideally in SaaS, Mid-Market or enterprise applications, or procurement-related technology.
• Deep experience in partner/channel sales, managing high-value reseller relationships and delivering consistent revenue growth.
• Strong negotiation, deal-making, and closing expertise, with a history of exceeding quotas and winning strategic deals.
• Experience in complex sales cycles, including C-level engagement, sales strategy, and indirect sales execution.
• Expert knowledge of the DACH market required, with an understanding of procurement, finance, and spend management landscapes advantageous.
• High-energy, entrepreneurial mindset, with the ability to work autonomously and drive results in a fast-paced environment.

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At Coupa, 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. 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. 

Please be advised that inquiries or resumes from recruiters will not be accepted.

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