Director, Channels & Alliance, South East Asia

Singapore, Singapore /
Sales – Alliances /
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 www.coupa.com. 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.

This is an excellent opportunity to impact Coupa and help in our continued growth working in a newly created role at Coupa.  This is a strategic role and you will help to impact our South East Asian region by being responsible for building, developing and maintaining relationships with a range of VAR partners and consulting organisations.  We are looking for someone passionate about our business, excited and driven by working in a demanding fast-paced environment and experience in developing and managing senior relationships with partners.  You will be responsible for achieving sales targets, partner training and enablement.

On a daily basis….

    • Develop and grow relationships with existing and new partners by generating leads and managing the sales process
    • Work with various Coupa internal teams to support the activity
    • Attain and maintain expert knowledge of Coupa solutions to ensure partners and potential customers have appropriate expectations for products and services
    • Educate and train partners to effectively represent, position and sell Coupa solutions
    • Follow sales process in saleforce.com to track, monitor and measure pipeline and sales progress by partners
    • Attend / Co-host industry and partner events, such as user groups and conferences, to meet partners and their customers
    • Conduct research on competitors, market and industry trends
    • Run weekly cadence calls with partners on pipeline management to make sure there is progress on every opportunity
    • Work with internal stakeholders to create partner presentations, support in responding to RFP’s and working with Coupa internal teams to ensure high standards are maintained
    • Work with internal teams to provide strategic oversight, governance and status reporting for partner projects

Our ideal candidate has….

    • The ability to articulate abstract ideas clearly and provide a robust business case for new initiatives with partners
    • Strong and demonstrable experience in a partner sales role aligned with the above responsibilities
    • Experience in technology/ Software/ SaaS sales
    • Proven experience in building and sustaining strong strategic relationships
    • Business Spend management domain knowledge would be an advantage
    • Demonstrable knowledge of a process for managing a territory, including demand generation, partner development, forecasting, quota attainment, marketing support
    • Strong negotiation skills
    • Willingness to commit to up to 50% travel
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, retirement and savings plans with employer 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.