Sr. Alliances Director - 11431

What You'll Do:

Alliance Strategy & Leadership

• 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.

AWS Marketplace & Co-Sell Execution

• 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.

Go-To-Market & Revenue Acceleration

• 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.

Executive Engagement & Governance

• 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.

Funding Incentives & Commercial Management

• Own AWS SCA MDF and incentive programs.
• Manage investment planning ROI tracking and compliance.
• Partner with Finance and Legal on commercial structures and agreements.

Cross-Functional Operations & Enablement

• 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.

Partner Relationship Management

• 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.

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.

What We Do

Coupa is a global technology company that helps businesses run smarter by connecting all the ways they spend money — from procurement and expenses to payments and supply chain decisions — in one intelligent platform. In simple terms Coupa gives organizations the visibility and control they need to make better financial choices reduce waste and drive real impact. It’s where technology meets purpose: helping companies manage their resources more responsibly while creating a positive ripple across their people partners and the planet.

Why Work With Us

At Coupa we prioritize an inclusive and empathetic workplace where every voice is valued. Our teams are proactive and accountable ensuring we collaborate effectively to achieve our goals. The foundation of our culture rests on our people; we believe in fostering an environment that encourages innovation and curiosity.

Gallery