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Senior Alliances Director
Coupa SoftwareSenior Strategic Alliances Director leading and scaling global partnership with Amazon, driving AWS Marketplace performance and revenue growth.
Tech Stack
Tools & technologiesAWSCloud
About the role
Key responsibilities & impact- 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.
- Lead AWS Marketplace strategy, including private offers, contracting workflows, and operational readiness.
- Drive co-sell motions with AWS and Coupa field teams.
- Partner with Sales leadership on joint account planning, territory alignment, and pipeline governance.
- Secure executive sponsorship and priority field engagement.
Requirements
What you’ll need- 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.
Benefits
Comp & perks- 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.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
strategic alliancespartnershipscloud ecosystemsenterprise GTMmarketplace revenueco-sell revenuejoint funding programsincentive modelscommercial structuresprogram management
Soft Skills
executive presencestakeholder managementcommunicationnegotiation