The VP of Partner Ecosystem leads regional partner strategy and revenue growth, managing partnerships and a team to align with company goals.
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 a VP, North America Partner Ecosystem at Coupa:
The Vice President of Partner Ecosystem is a critical executive leadership role responsible for defining, developing, and executing the strategic vision for our partner channel across North America.
This leader will significantly accelerate regional revenue growth, drive market penetration, and ensure our partner-led business is perfectly aligned with the company’s strategic goals. The VP will effectively own the regional partner P&L, lead and mentor the regional partner team, and act as the senior executive sponsor for our most strategic partnerships.
What You'll Do:
- Regional Partner Strategy & Revenue Generation
- Develop and implement a region-specific, multi-year partner strategy that identifies, recruits, enables, and manages a diverse portfolio of partners (e.g., SIs, VARs, Resellers, Cloud Alliances) to maximize reach and revenue within the specified region.
- Own the regional partner revenue target and the operational metrics (e.g., pipeline generation, deal registration, active partners) necessary to achieve it.
- Drive executive-level engagement with top partners to establish joint business plans, review performance, and ensure mutual commitment.
- Ecosystem Leadership & Team Management
- Lead, mentor, and grow a high-performing team of Partner Business Managers and Alliance Directors.
- Instill a "partner-first" culture across the entire regional sales organization and serve as the primary executive contact for regional partner leadership.
- Drive partner enablement and technical readiness programs, ensuring partners have the necessary certifications and skills to successfully sell, deploy, and service.
- Cross-Functional Alignment & Operations
- Collaborate closely with the Regional Sales AVP/SVP to ensure seamless account engagement, effective resource allocation, and a conflict-minimized Go-to-Market (GTM) strategy.
- Provide critical field feedback and competitive intelligence to the Global Partner Operations, Product, and Marketing teams to inform overall program changes and future roadmap priorities.
- Ensure rigorous compliance with global partner program standards and oversee the regional governance model for partner selection and performance.
What You Will Bring to Coupa:
- 10+ years of progressive experience in partner management, channel sales, or business development, with at least 5+ years in an executive leadership role managing a regional or territory-based team.
- Proven, measurable track record of building and scaling a multi-tiered partner ecosystem that delivered significant year-over-year revenue growth in the market.
- Deep understanding of SaaS Applications Spend management preferred , Cloud Infrastructure, partner business models and market dynamics.
- Demonstrated ability to negotiate complex agreements and manage executive relationships at top-tier System Integrators and Alliance Partners.
- Bachelor's degree required; MBA or equivalent advanced degree is highly preferred.
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Top Skills
Cloud Infrastructure
Saas Applications
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