The Executive Success Partner manages strategic customer relationships, drives value realization, and orchestrates account governance to ensure effective engagement and growth for Coupa's key accounts.
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.
The Impact of an Executive Success Partner at Coupa:
The Executive Success Partner acts as the single senior leader for the customer relationship of Coupa’s most strategic accounts. In this high-impact role, you will serve as the primary executive counterpart to the customer’s executives, ensuring that Coupa’s platform not only delivers on its promises but evolves to drive the customer’s long-term business transformation. You will move beyond transactional management to architect specific value journeys, orchestrating Coupa’s global resources to align with the customer’s objectives while driving profitable growth and partnership expansion.
What You’ll Do
- C-Suite Alignment: Cultivate and command trust-based relationships with customer executives, aligning Coupa’s capabilities directly with their corporate strategy and board-level objectives.
- Value Architecture: Define, measure, and aggressively drive the realization of business outcomes. You are accountable for ensuring the customer captures the full ROI of their investment.
- Strategic Advisory: Act as a thought leader, leveraging deep expertise in Autonomous Spend Management to challenge the status quo and introduce innovative industry perspectives that drive continuous improvement.
- Holistic Account Leadership: Lead the governance model, establishing rigorous internal and external engagement cadences that ensure the entire account team—Sales, Services, and Product—operates as a cohesive unit.
- Cross-Functional Mobilization: Direct diverse, matrixed teams (including Services, Support, Product and other Subject Matter Experts) to solve complex business challenges, bridging the gap between sales discovery and Coupa execution.
- Delivery Excellence: Oversee the health of engagements, partnering with the leadership team to anticipate resource needs, mitigate risks, and accelerate time-to-value.
- Strategic Roadmap & Expansion: Move the partnership beyond individual projects by developing long-term "account journeys." Proactively identify opportunities for solution upsell and cross-sell that solve emerging customer problems.
- Voice of the Customer: Champion the customer’s feedback within Coupa, influencing Product, Technology, and Marketing roadmaps to drive systemic improvements.
- Investment Optimization: Direct strategic investments—such as Value Advisory engagements or Services assessments—to where they will generate the highest impact for both the customer and Coupa.
Executive Partnership & Value Realization
Account Orchestration & Governance
Growth, Innovation & Advocacy
What You Will Bring to Coupa
- Experience: 15+ years of experience in customer success, management consulting, or professional services with a track record of influencing C-level stakeholders in complex enterprise environments.
- Strategic Vision: A demonstrated ability to translate abstract business objectives into actionable software solutions and transformation roadmaps.
- Domain Expertise: A deep understanding of the Source-to-Pay (S2P) lifecycle—including Strategic Sourcing, Contract Lifecycle Management (CLM), and Procure-to-Pay (P2P)—enabling you to lead digital transformation with authority.
- Operational Command: Proven success in mobilizing and leading distributed, cross-functional teams without direct reporting lines to deliver large-scale programs.
- Commercial Acumen: An entrepreneurial mindset with the ability to identify growth opportunities, support renewal retention strategies, and negotiate prioritization.
- Master Communication: Exceptional ability to synthesize complex technical and business concepts for executive audiences, coupled with the emotional intelligence to navigate sensitive political landscapes.
The estimated pay range for this role is $152,000 - $198,000
The starting salary for the successful candidate will be based on permissible, non-discriminatory factors such as skills, experience, and geographic location.
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.
By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.
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