Sr. Alliances Director

What You'll Do:

Alliance Strategy & Leadership

Own Coupa’s global alliance strategy with AWS and Amazon Business.
Develop and execute multi-year partnership roadmaps aligned to growth priorities.
Establish scalable engagement models, governance structures, and performance metrics.
AWS Marketplace & Co-Sell Execution

Lead AWS Marketplace strategy, including private offers, contracting workflows, and operational readiness.
Drive co-sell motions with AWS and Coupa field teams.
Build scalable enablement programs, certifications, and sales plays.
Go-To-Market & Revenue Acceleration

Partner with Sales leadership on joint account planning, territory alignment, and pipeline governance.
Embed Amazon motions into Coupa’s global GTM strategy.
Track and optimize revenue and partner-influenced pipeline.
Executive Engagement & Governance

Serve as Coupa’s primary executive interface with AWS and Amazon Business.
Lead joint executive reviews, QBRs, and strategic planning sessions.
Maintain governance cadences, escalation paths, and accountability frameworks.
Funding, Incentives & Commercial Management

Own AWS SCA, MDF, and incentive programs.
Manage investment planning, ROI tracking, and compliance.
Partner with Finance and Legal on commercial structures and agreements.
Cross-Functional Operations & Enablement

Lead cross-functional teams across Sales, Alliances, Product, Finance, and Marketing.
Partner with Product and Engineering on cloud strategy, integrations, and joint solutions.
Develop operational playbooks, reporting, and execution standards.
Drive continuous improvement in alliance processes and tools.
Partner Relationship Management

Build and maintain senior-level relationships across AWS and Amazon Business.
Secure executive sponsorship and priority field engagement.
Advocate for Coupa within the Amazon partner ecosystem.
What You Will Bring to Coupa:

10+ years of experience in strategic alliances, partnerships, cloud ecosystems, or enterprise GTM.
Hands-on experience working with AWS or large-scale technology platforms.
Proven success driving marketplace and co-sell revenue.
Strong executive presence and stakeholder management skills.
Experience operating in complex, matrixed organizations.
Expertise in joint funding programs, incentive models, and commercial structures.
Excellent communication, negotiation, and program management capabilities.

Global Well-Being Perks (For All Employees Globally)
Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .

Skills Required
10+ years of experience in strategic alliances, partnerships, cloud ecosystems, or enterprise GTM
Hands-on experience working with AWS or large-scale technology platforms
Proven success driving marketplace and co-sell revenue
Strong executive presence and stakeholder management skills
Experience operating in complex, matrixed organizations
Expertise in joint funding programs, incentive models, and commercial structures
Excellent communication, negotiation, and program management capabilities