Coupa makes companies operate smarter and grow faster. Our leading AI-driven platform connects and optimizes sourcing, purchasing, supply chains, and financial management. More than 3,000 global organizations large and small trust Coupa to transform operating margins, increase efficiencies and growth, optimize cash, and reduce risk.What you will do:Actively participate in the development of an Indirect Sales model, focused on partner-led sales of Coupa SoftwareSupport and manage 4+ Coupa Partner Resellers to generate indirect pipeline within their existing client base and beyondGenerate new pipeline by prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interestConduct weekly forecast calls for deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotasAccurately forecast deals weekly both in applications like Salesforce and CLARIParticipate in all stages of the Coupa Sales cycle to ensure both customer and partners are properly educated on Coupa solution offerings and overall fit – Ensuring Customer SuccessRegularly meet with partners on deal strategy for any part of the sales cycleAssist in client presentation material, RFP submissions, or pre-sales support requests to improve win rates across all dealsProvide and edit Licensing Quotes to Partners for all Coupa Reseller DealsRegularly attend and host industry and partner events in the field – examples include conferences, user groups, virtual customer fireside chats, and exec connect dinnersEducate and train both new and existing partners on how to effectively represent, position, and sell Coupa solutionsConduct research on competitors, market, and industry trendsCreate and analyze monthly, quarterly, and yearly reporting to recognize areas of strength and opportunity for growth across each Partner’s Coupa Reseller businessOrganize and conduct Quarterly Business Reviews with each partnerAssess and participate in the constant education and onboarding of each partner to improve their understanding of Coupa and overall selling skillsetWhat you will bring to Coupa: 5 or more years of software sales experience (preferably with heavy partner interaction)Strong sales & negotiation experience coupled with high performing closing results – president’s club and other awardsExperience in sales forecasting & daily hunting abilities while prospectingClear business spend management knowledge on Coupa and the wider sectorWillingness to travel up to 50% -- must insist on meeting clients and partners on-site to strengthen relationships and increase likelihood of successCollege degree in business or a related field#LI-Remote#LI-LD1
At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.
At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa . All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. 
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