Partner Business Director - 11748

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. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. The Impact of a Partner Business Director at Coupa: As a Partner Business Director, you are the primary architect of Coupa’s indirect revenue growth within your region. By bridging the gap between strategic alliances and regional sales teams, you transform our partner ecosystem into a high-performance engine that accelerates pipeline creation and deal execution. Your impact is measured by your ability to scale Coupa’s market presence, empower partners through world-class enablement, and ultimately deliver the transformative power of our AI-driven spend management platform to a broader global network of customers. What You’ll Do Lead Coupa’s strategic alliance with Accenture across EMEA – our Global Partner of the Year – driving partner-sourced and partner-influenced pipeline creation, co-sell execution, and alliance growth across the region. Own and execute Coupa’s alliance strategy for Accenture across EMEA, driving partner-sourced and partner-influenced pipeline and ACV growth against an agreed joint business plan Manage and expand relationships across Accenture’s EMEA organisation, including its Sourcing & Procurement, Supply Chain, and Reinvention Services practices, as well as country market units and industry groups Build joint account and go-to-market plans with Accenture and Coupa regional sales teams, aligned to EMEA growth priorities and key industry verticals Generate new pipeline through Accenture-led prospecting, joint field events, executive roundtables, and co-marketing programs across EMEA markets Lead forecasting, pipeline inspection, and deal reviews for all Accenture-related opportunities, ensuring accuracy in Salesforce and Clari Support full sales cycle execution on Accenture co-sell deals, including customer engagement, RFPs, pricing, and pre-sales support Run Quarterly Business Reviews (QBRs) and performance reviews with Accenture EMEA leadership against mutual pipeline, revenue, and customer success targets Orchestrate executive alignment and sponsorship between Accenture and Coupa leadership, including engagement at flagship events such as Coupa Inspire and regional partner summits Drive Accenture practice onboarding, enablement, and certification growth across the Coupa platform, including AI-driven Total Spend Management capabilities and new product releases Act as the primary liaison between Accenture and Coupa’s EMEA sales, pre-sales, professional services, and Partner success teams, ensuring alignment, delivery quality, and deal momentum Champion joint solutions, accelerators, and Accenture-built apps to differentiate the partnership and shorten sales cycles Track and analyse Accenture partner performance, pipeline health, and EMEA market trends to identify white space and growth opportunities What You Will Bring to Coupa 7–10+ years in enterprise software sales, alliances, or channel, with significant experience managing Global Systems Integrators (GSIs) Proven track record of building and scaling a GSI…