Lead Americas partner success strategy and team, build executive partner relationships, drive partner activation and commercial readiness, align cross-functional stakeholders, develop partner business plans, and evolve the regional partner model to meet growth goals.
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.
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Coupa is hiring a Regional Leader for Partner Success in the Americas, completing our global leadership team alongside the existing EMEA and APJ leads. This person will own the strategy, growth, and performance of our partner ecosystem across North and South America and will lead an established team of senior and junior partner success professionals in the region.
This is a build-and-run role. Some elements of the charter are well defined; others will take shape as the leader gets into the business. We expect this person to operate with seniority and judgment to bring structure and clarity where it doesn't yet exist, rather than wait for it to be handed to them.
What You'll Do:
• Own the Americas partner success strategy, define priorities, structure, and operating rhythm for the region, in step with the global charter set by EMEA and APJ.
• Lead, grow, and develop the existing team of senior and junior partner success managers across North and South America.
• Build and manage executive-level partner relationships to accelerate partners' ability to position, sell, and deliver Coupa solutions.
• Drive partner activation, capability, and capacity, in partnership with Field Alliances and Professional Services.
• Develop partner-specific business plans aligned to regional and vertical growth goals and track them through scorecards and regular reviews.
• Act as the primary point of contact between partners and internal teams along with alliance owners, Sales, Professional Services, Marketing, Product, and Finance.
• Partners with account managers and practice leads on resource capacity planning and pipeline growth.
• Ensure partners are commercially ready to transact and resolve issues as they surface.
• Bring a point of view on where the regional partner model should evolve, and help shape it, rather than simply run what exists today.
• Represent the Americas region in global partner success planning, contributing to and aligning with worldwide strategy.
• Lead, grow, and develop the existing team of senior and junior partner success managers across North and South America.
• Build and manage executive-level partner relationships to accelerate partners' ability to position, sell, and deliver Coupa solutions.
• Drive partner activation, capability, and capacity, in partnership with Field Alliances and Professional Services.
• Develop partner-specific business plans aligned to regional and vertical growth goals and track them through scorecards and regular reviews.
• Act as the primary point of contact between partners and internal teams along with alliance owners, Sales, Professional Services, Marketing, Product, and Finance.
• Partners with account managers and practice leads on resource capacity planning and pipeline growth.
• Ensure partners are commercially ready to transact and resolve issues as they surface.
• Bring a point of view on where the regional partner model should evolve, and help shape it, rather than simply run what exists today.
• Represent the Americas region in global partner success planning, contributing to and aligning with worldwide strategy.
What You Will Bring to Coupa:
• 15+ years in software implementation, pre-sales, or partner/channel development, ideally in procurement, finance, or enterprise SaaS. Coupa or direct-competitor experience is a strong plus.
• A track record of leading teams through senior individual contributors, not just early-career staff.
• Demonstrated ability to operate cross-functionally at the executive level, with partners and internally.
• Comfortable working across North and South America; Spanish and/or Portuguese fluency is a plus.
• A blend of technical credibility (solution/delivery fluency) and business acumen (commercial and relationship skills).
• Bachelor's degree required; MBA or equivalent a plus.
• Comfortably operating with partial information and building clarity as they go.
• A track record of leading teams through senior individual contributors, not just early-career staff.
• Demonstrated ability to operate cross-functionally at the executive level, with partners and internally.
• Comfortable working across North and South America; Spanish and/or Portuguese fluency is a plus.
• A blend of technical credibility (solution/delivery fluency) and business acumen (commercial and relationship skills).
• Bachelor's degree required; MBA or equivalent a plus.
• Comfortably operating with partial information and building clarity as they go.
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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