Director, Partner Strategy & Operations

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 Director, Partner Strategy & Operations at Coupa:

Coupa Software is seeking a strategic, results-oriented, and experienced Director of Partner Strategy & Operations to serve as a dedicated Revenue Operations Business Partner for our Channel & Partner Organization. This role will report directly into Revenue Operations and partner closely with the Chief Partner Officer, the VP of Partner Operations, and the Chief Partner Officer's leadership team. The Director will be responsible for driving performance management for both our external partners and internal Partner Managers, ensuring data-driven insights, ensuring forecast accuracy, driving best in class GTM behaviors and ensuring operational excellence across Coupa's Partner ecosystem. 

The ideal candidate will have deep expertise in Salesforce, experience working with partners in a sales or revenue operations capacity, and a thorough understanding of forecasting, performance management, and data analysis. This role will also require close alignment with Coupa's Core Values: Focus on Results, Strive for Excellence, and Ensure Customer Success.

What You'll Do:

• Strategic Revenue Operations Partnering: Act as the primary Revenue Operations Business Partner for the Channel & Partner Organization. Collaborate directly with the Chief Partner Officer, VP of Partner Operations, and leadership team to align on strategic goals, performance metrics, and growth initiatives for both external partners and internal Partner Managers.
• Performance Management: Design, implement, and maintain performance management systems to track and improve the productivity and effectiveness of our partners and partner managers. Drive insights and recommendations on metrics such as partner revenue contribution, forecasting accuracy, and deal quality.
• Salesforce & CRM Optimization: Oversee the configuration and usage of Salesforce within the Channel & Partner Organization, ensuring alignment with best practices, accurate data capture, and effective reporting. Work closely with Salesforce admins and developers to tailor tools to meet the evolving needs of the partner organization.
• Forecasting & Reporting: Develop and implement robust forecasting methodologies tailored to the partner sales cycle. Ensure accurate, data-driven forecasting to inform revenue targets and strategy. Provide regular reporting and analytics to executive leadership on partner performance and overall contribution to Coupa's revenue goals.
• Cross-Functional Collaboration: Collaborate with Sales, Finance, Marketing, and other cross-functional teams to align on key initiatives, enhance partner support, and drive operational efficiency across the partner ecosystem.
• Operational Excellence: Lead initiatives to streamline processes within the Channel & Partner Organization, leveraging Coupa's Focus on Results and Strive for Excellence values. Continuously identify and address bottlenecks, inefficiencies, and areas for improvement.
• Change Management & Partner Enablement: Support the enablement of partners and partner managers on new processes, tools, and data insights. Ensure that all stakeholders have the resources and knowledge to perform at their highest level.

What You Will Bring to Coupa:

• Experience: 8+ years of experience in Sales or Revenue Operations, with a strong background in managing partner operations, sales forecasting, and CRM optimization, preferably within the SaaS industry.
• Technical Skills: Advanced expertise with Salesforce, including partner management and forecasting capabilities. Proficiency in data visualization tools (Tableau, PowerBI, etc.) and Excel for data analysis and reporting.
• Partner & Channel Acumen: Extensive experience working with partner ecosystems, understanding channel sales dynamics, and supporting external partner success. Ability to evaluate partner performance against revenue targets and other KPIs.
• Analytical Skills: Strong analytical mindset with the ability to transform complex data into actionable insights and strategies.
• Core Values Alignment: Demonstrated commitment to Coupa's Core Values:
• -Focus on Results: Strong track record of delivering measurable outcomes, driving efficiency, and achieving revenue goals.
• -Strive for Excellence: Commitment to continuous improvement, high standards of quality, and personal accountability.
• -Ensure Customer Success: Passion for supporting both internal stakeholders and external partners, ensuring a win-win relationship
• Leadership & Communication: Excellent interpersonal and communication skills with a collaborative approach to partnering with cross-functional teams and leadership
• Education: Bachelor’s degree in a relevant field required; MBA or similar advanced degree preferred

The estimated pay range for this role is as follows:

•Based in Bay Area, California: $170,425 - $200,500

•Based in California: $153,000 - $180,000

•Based in Colorado: $139,400 - 164,000

•Based in New Jersey: $153,000 - $180,000

•Based in New York: $153,000 - $180,000

•Based in Washington: $153, 425 - $180,500

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state.

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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