Channel Sales Manager

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.

What Will You 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 Candidate Requirements are Needed?

• 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