The Sr. Alliances Director will lead Coupa's global partnership with AWS, managing alliance strategy, marketplace performance, and go-to-market initiatives to drive revenue growth.
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 Sr. Alliances Director at Coupa:
Coupa is seeking a Senior Strategic Alliances Director to lead and scale our global partnership with Amazon, including Amazon Web Services (AWS) and Amazon Business. This role drives AWS Marketplace performance, co-sell execution, and joint go-to-market programs to accelerate revenue growth and customer value.
What You'll Do:
- Own Coupa’s global alliance strategy with AWS and Amazon Business.
- Develop and execute multi-year partnership roadmaps aligned to growth priorities.
- Establish scalable engagement models, governance structures, and performance metrics.
- Lead AWS Marketplace strategy, including private offers, contracting workflows, and operational readiness.
- Drive co-sell motions with AWS and Coupa field teams.
- Build scalable enablement programs, certifications, and sales plays.
- Partner with Sales leadership on joint account planning, territory alignment, and pipeline governance.
- Embed Amazon motions into Coupa’s global GTM strategy.
- Track and optimize revenue and partner-influenced pipeline.
- Serve as Coupa’s primary executive interface with AWS and Amazon Business.
- Lead joint executive reviews, QBRs, and strategic planning sessions.
- Maintain governance cadences, escalation paths, and accountability frameworks.
- Own AWS SCA, MDF, and incentive programs.
- Manage investment planning, ROI tracking, and compliance.
- Partner with Finance and Legal on commercial structures and agreements.
- Lead cross-functional teams across Sales, Alliances, Product, Finance, and Marketing.
- Partner with Product and Engineering on cloud strategy, integrations, and joint solutions.
- Develop operational playbooks, reporting, and execution standards.
- Drive continuous improvement in alliance processes and tools.
- Build and maintain senior-level relationships across AWS and Amazon Business.
- Secure executive sponsorship and priority field engagement.
- Advocate for Coupa within the Amazon partner ecosystem.
Alliance Strategy & Leadership
AWS Marketplace & Co-Sell Execution
Go-To-Market & Revenue Acceleration
Executive Engagement & Governance
Funding, Incentives & Commercial Management
Cross-Functional Operations & Enablement
Partner Relationship Management
What You Will Bring to Coupa:
- 10+ years of experience in strategic alliances, partnerships, cloud ecosystems, or enterprise GTM.
- Hands-on experience working with AWS or large-scale technology platforms.
- Proven success driving marketplace and co-sell revenue.
- Strong executive presence and stakeholder management skills.
- Experience operating in complex, matrixed organizations.
- Expertise in joint funding programs, incentive models, and commercial structures.
- Excellent communication, negotiation, and program management capabilities.
Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.
Please be advised that inquiries or resumes from recruiters will not be accepted.
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