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Senior Director, Mid-Market Ecosystem Development

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Posted 2 months ago United States Salary undisclosed

Job Description

Senior Director, North America Mid-Market Ecosystem Development




Coupa Software (NASDAQ: COUP), a leader in business spend management (BSM), has been certified as a “Great Place to Work” by the Great Place to Work organization. We deliver “Value as a Service” by helping our customers maximize their spend under management, achieve significant cost savings and drive profitability. Coupa provides a unified, cloud-based spend management platform that connects hundreds of organizations representing the Americas, EMEA, and APAC with millions of suppliers globally. The Coupa platform provides greater visibility into and control over how companies spend money. Customers – small, medium and large – have used the Coupa platform to bring billions of dollars in cumulative spend under management. Learn more at Read more on the Coupa Blog or follow @Coupa on Twitter.

Do you want to work for Coupa Software, the world’s leading provider of cloud-based spend management solutions? We’re a company that had a successful IPO in October 2016 (NASDAQ: COUP) to fuel our innovation and growth. At Coupa, we’re building a great company that is laser focused on three core values:

  1. Ensure Customer Success – Obsessive and unwavering commitment to making customers successful.
  2. Focus On Results – Relentless focus on delivering results through innovation and a bias for action.
  3. Strive For Excellence – Commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.


The Senior Director, North America Mid-Market Ecosystem Development is charged with developing and executing a multi-year partner strategy and plan to significantly grow the revenue contribution and partner community from all facets of the partner ecosystem. A key objective is to present a cohesive, coherent face to the partner ecosystem as Coupa expands offerings. This position is tasked with maturing the partner organization, processes, and metrics around Mid Market growth. This role will serve as a key advisor to executive staff, sales leadership, regional management and the overall partner team with regards to Coupa’s Mid Market partner strategy. He/she will develop, implement, and manage a best-in-class partner and alliances strategy to build and measure the success of the partner ecosystem. The most important metric for this role will be related to increases in partner created pipeline, partner success, and overall revenue.

Accountabilities and/or Responsibilities:

  • Develop a Mid Market partner model capable of year-over-year growth, building partner created revenues to meet and exceed regional sales targets. Model will support the growth plans of the regions and key strategic programs which will drive investment decisions related to partner spending, joint revenue projections, and revenue realization.
  • Develop the annual business plan with partners as it relates to the build of mutual pipeline. Ensure quarterly business reviews and course corrections with partner leadership in order to ensure achievement of mutual goals and quotas.
  • Enhance, deliver and oversee the execution of the Mid Market partner program, operations & enablement strategies and plans, based on the various roles within partner companies, including opportunities and challenges, value proposition, evangelism and training.
  • Develop a model for building partner capacity, targeting partners by segment and industry, and provide the BU sales teams with the readiness and enablement tools to pursue market share improvement among partners.
  • Design programs that will broker partners into opportunities, leveraging marketing, field and inside sales, to facilitate joint engagements to shorten the sales cycle on opportunities.
  • Build and Manage executive relationships with top partner executives.
  • Manage, coach, and support the partner ecosystem and Coupa sales teams within your region for field sales engagement – ensuring joint sales motions, removing obstacles, and maintaining proper communications with all parties involved in sales opportunities.
  • Lead partners and Coupa sales in regional business development efforts and manage joint account planning.
  • Drive and manage shared PR and marketing activities across partners.
  • Serve as the first point of contact for partners and be the liaison between Coupa sales teams and partners.
  • Coordinate and drive new business activities from start to finish.
  • Manage deal registration (within Salesforce), partner enablement initiatives, and regional partner communications.
  • Generate and handle inquiries, manage partner pitches, and on-board new partners as it relates to sales and business development.


  • Bachelor’s degree in business or a related field, with a background in channel and partner development, sales and marketing or account management.
  • Excellent oral and written communication skills.
  • Excellent time management and interpersonal skills.
  • Strong relationship/team building and account management skills.
  • Leadership qualities that reflect a self-motivated individual with the ability to work as part of a team.
  • 5 to 7 years’ experience selling enterprise software directly to end customers and/or channel development / strategic alliance experience

At Coupa, we have a strong and innovative team dedicated to improving the spend management processes of today’s dynamic businesses. It’s our people who make it happen, and we strive to attract and retain the best in every discipline.

We take care of our employees every way we can, with competitive compensation packages, as well as restricted stock units, an Employee Stock Purchase Program (ESPP), comprehensive health benefits for employees and their families, a 401(k) match, a flexible work environment, no limit vacations for exempt employees, non-exempt employees are on an accrual basis for PTO, catered lunches…And much more!

As part of our dedication to the diversity of our workforce, Coupa is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity or religion.

Please be advised, inquiries or resumes from recruiters will not be accepted.