Channel Sales Manager

Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.

What you will do:

• Actively participate in the development of an Indirect Sales model, focused on partner-led sales of Coupa Software
• Support and manage 4+ Coupa Partner Resellers to generate indirect pipeline within their existing client base and beyond
• Generate new pipeline by prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interest
• Conduct weekly forecast calls for deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotas
• Accurately forecast deals weekly both in applications like Salesforce and CLARI
• Participate in all stages of the Coupa Sales cycle to ensure both customer and partners are properly educated on Coupa solution offerings and overall fit – Ensuring Customer Success
• Regularly meet with partners on deal strategy for any part of the sales cycle
• Assist in client presentation material, RFP submissions, or pre-sales support requests to improve win rates across all deals
• Provide and edit Licensing Quotes to Partners for all Coupa Reseller Deals
• Regularly attend and host industry and partner events in the field – examples include conferences, user groups, virtual customer fireside chats, and exec connect dinners
• Educate and train both new and existing partners on how to effectively represent, position, and sell Coupa solutions
• Conduct research on competitors, market, and industry trends
• Create and analyze monthly, quarterly, and yearly reporting to recognize areas of strength and opportunity for growth across each Partner’s Coupa Reseller business
• Organize and conduct Quarterly Business Reviews with each partner
• Assess and participate in the constant education and onboarding of each partner to improve their understanding of Coupa and overall selling skillset

What you will bring to Coupa:

• 5 or more years of software sales experience (preferably with heavy partner interaction)
• Strong sales & negotiation experience coupled with high performing closing results – president’s club and other awards
• Experience in sales forecasting & daily hunting abilities while prospecting
• Clear business spend management knowledge on Coupa and the wider sector
• Willingness to travel up to 50% -- must insist on meeting clients and partners on-site to strengthen relationships and increase likelihood of success
• College degree in business or a related field

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. 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. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. 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. 

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