Alliances Director

Role Overview

• Develop and execute a comprehensive Japan Partner Ecosystem strategy, focusing on building, nurturing, and expanding strategic relationships with key partners, including resellers, system integrators (SIs), and referral partners.
• Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities, and the ability to drive the Coupa value proposition with customers.
• Collaborate closely with Japan Sales Leadership to align partner strategies with regional sales objectives. Drive partner initiatives that accelerate deal velocity, increase deal size, and ensure that the partner ecosystem complements and enhances direct sales efforts.
• Work closely with internal teams including Marketing, Sales, Product, and Customer Success to ensure that partners are fully enabled and supported in delivering value to customers.
• Establish and monitor key performance indicators (KPIs) to track the contribution of the partner ecosystem to regional ACV growth. Ensure that partners are helping to close deals faster and at higher value by offering complementary solutions and services.
• Identify new market opportunities and potential partnerships to extend the reach and impact of the Coupa ecosystem. Innovate and enhance the partner program to ensure Coupa remains a top choice for partners in the enterprise software space.
• Ensure operational effectiveness across the partner ecosystem by streamlining processes, optimizing tools, and leveraging data to drive decision-making.

Requirements

• 10+ years of experience in partner ecosystems, alliances, or channel management within the enterprise software industry, with a focus on the Japan region.
• Demonstrated ability to work with cross-functional teams and regional sales leadership, aligning partner strategies with overall sales and revenue goals.
• Strong understanding of enterprise sales processes, with experience in enabling partners to drive incremental ACV and accelerate deal closures.
• Excellent communication and interpersonal skills, with the ability to influence and build strong relationships with both internal stakeholders and external partners.
• Deep knowledge of the software/SaaS landscape, with a preference for experience in B2B financial software solutions.
• Ability to travel across the Japan region and occasionally to APAC or North America for key meetings and events.
• Bachelor’s degree in business, marketing, or related field; MBA preferred.

Benefits

• 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.