Partner Business Director - 11748

Role Overview

As a Partner Business Director, you will drive Coupa’s indirect revenue growth in your region by strengthening strategic alliances and enabling regional sales teams. The role focuses on transforming the partner ecosystem into a high-performance engine for pipeline creation and deal execution across EMEA.

Responsibilities

• Lead Coupa’s strategic alliance with Accenture across EMEA (Global Partner of the Year), including:
  • Partner-sourced and partner-influenced pipeline creation
  • Co-sell execution and alliance growth
  • Pipeline and ACV growth against a joint business plan
• Manage and expand relationships across Accenture’s EMEA organization, including:
  • Sourcing & Procurement, Supply Chain, and Reinvention Services
  • Country market units and industry groups
• Build joint account and go-to-market plans aligned to EMEA growth priorities and key verticals
• Generate new pipeline via:
  • Accenture-led prospecting
  • Joint field events, executive roundtables, and co-marketing programs
• Run forecasting and deal governance for Accenture opportunities (including Salesforce and Clari usage)
• Support full sales-cycle execution for Accenture co-sell deals (customer engagement, RFPs, pricing, and pre-sales support)
• Conduct Quarterly Business Reviews (QBRs) and performance reviews with Accenture EMEA leadership
• Orchestrate executive alignment and sponsorship between Accenture and Coupa leadership (e.g., Coupa Inspire and partner summits)
• Drive Accenture practice onboarding, enablement, and certification growth on the Coupa platform (including AI-driven Total Spend Management)
• Serve as the primary liaison between Accenture and Coupa teams (sales, pre-sales, professional services, and partner success)
• Champion joint solutions/accelerators and Accenture-built apps to differentiate and shorten sales cycles
• Track and analyze partner performance, pipeline health, and EMEA market trends to identify growth opportunities

Requirements

• 7–10+ years in enterprise software sales, alliances, or channel
• Significant experience managing Global Systems Integrators (GSIs)
• Proven track record building and scaling a GSI

Nice-to-haves

• Experience leading Accenture-related partnerships/co-sell motions across EMEA (implied by the role focus)
• Familiarity with AI-driven total spend management platforms (implied by enablement responsibilities)