The Impact of an Mid Market Regional Partner Business Manager at Coupa:
We are seeking a highly motivated and experienced Mid Market Regional Partner Business Manager to join our growing Partner Organization. This role is crucial for cultivating and expanding relationships with our partners, ensuring their success within the Coupa ecosystem, and driving new business growth for their practice. The ideal candidate will have a strong understanding of partner management, a passion for technology, and a proven ability to drive sales results in a fast-paced environment.
What You'll Do:
Partner Business Management: Serve as the primary point of contact for sales to our partners, building strong, strategic relationships to drive satisfaction, brand awareness, and customer acquisition.
Go-to-Market & Business Development: Collaborate with our sales teams, partner Business managers and partners to define and execute joint business plans and GTM strategies, including co-marketing, sales enablement, account planning, and salesforce education to drive growth and adoption.
Internal & External Enablement: Build trust and alignment with Coupa account teams while enabling internal and external stakeholders on the value and offerings of the partner.
Performance & Revenue Tracking: Monitor partner performance and revenue contribution, analyze KPIs, and provide reporting and recommendations to internal stakeholders for optimization.
Operational & Financial Support: Support the Finance team in tracking and collecting partner revenue share, while coordinating with cross-functional teams to troubleshoot and resolve partner issues.
Strategy, Innovation & Insights: Gather partner feedback and conduct field and quarterly business reviews to ensure partners maximize contribution and GTM offerings.
What You Will Bring to Coupa:
Education & Experience: Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience; 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment.
Sales & Ecosystem Expertise: Proven track record of meeting revenue targets, with experience managing all partnerships and working within partner ecosystems.
Technical Acumen: Strong understanding of cloud platforms and enterprise software solutions.
Relationship Management: Demonstrated ability to build and sustain strong relationships with cross-functional teams and external stakeholders.
Communication & Execution: Excellent communication, presentation, and negotiation skills, with strong project management capabilities and attention to detail.
Tools & Independence: Comfortable working both independently and collaboratively in a fast-paced environment; experience with PRM/CRM tools like Salesforce is a plus.
