Senior Director, Alliances Jobs

Through the power of trillions of dollars in business spend, Coupa’s mission is to unlock our customers' full potential to do well and do good, anchored in our shared belief that we are smarter together. Our customers, suppliers, and employees- our Coupanians- come together to co-create ideas and innovations that impact the power of spend.

We are looking for a highly energetic and driven professional to work within CoupaPay’s Global Partnership team. CoupaPay is the fastest growing area of Coupa, and we are determined to identify a candidate who will facilitate our effort to drive growth via our global banking partner channel. Ideal candidates will have experience working at a bank(s) or partnering with banks. The successful candidate will have demonstrable ability to work vertically within the organizations of existing and prospective banking partners. The primary goal of this is to synthesize how Coupa can mobilize each partner in the most effective ways to generate continued sales success. This role will work closely with our CoupaPay Account Executives and Subject Matter Experts, our broader Alliances Team, Marketing, and Product. To be considered for this role, you will possess sound business acumen, the ability to influence, a mindset of collaboration, and a can-do attitude. Coupa is growing at a phenomenal rate and with that comes significant career opportunities for consistent performers.

Qualifications & Expectations:

• Great at building relationships and working in a team-selling environment
• High level of energy, drive, enthusiasm, initiative, commitment and professionalism
• Self-starter with solid organizational and planning skills
• Up to 50% travel possible
• Ability to identify prospective partner banks and building business cases demonstrating the important of partnering with these specific prospects
• Must be able to work in a fast paced and passionate environment
• Expertise in managing multi-stakeholder sales cycles and closing large deals
• Discipline to manage and keep all prospective partner opportunities moving forward, while continuing to drive further success from existing partnership
• Comfort with negotiating contract terms
• 3+ years of business development experience, ideally with a bank or targeting the banking channel
• Ability to access and converse comfortably with C-level and Senior Director level personnel within the Finance, Sales, Partnerships, and Treasury areas within our current and prospective banking partners
• Extensive knowledge of the commercial banking products, especially payments, credit card, and working capital/finance
• 15+ years of professional experience in one of the following industries: finance, banking, technology
• Ability to foster relationships with strategic partners to generate leads, partner on opportunities and leverage these relationships to contribute to winning sales opportunities when needed
• Assertive, Passionate, Consultative, loves to compete and win
• Continual internal partnering with Sales, Product, Legal, and Finance

Objectives:

• Initiating and updating partner profiles inclusive of a continual competency assessment across multiple products
• Customer and conference event attendance / presentations
• Attain, maintain, and demonstrate a clear understanding of Coupa’s broader BSM value proposition
• Develop Go-To-Market approach, customized for each partner to leverage each partner’s strengths
• Lead quarterly business review meetings with each partner
• Build highly collaborative and effective relationships with various parts of the Coupa organization involved in the CoupaPay sales process, especially Sales, Marketing, the broader Alliances team, and Legal
• Awareness of existing joint customer opportunities while ensuring there is appropriate engagement between each partner and internal Sales team for joint clients/opportunities
• Engaging with multiple organizational contacts/levels within each partner relationship (e.g. Lending team, Treasury Services, Alliances, senior leadership) to develop a strategic direction, drive growth, set KPIs, and monitor/report on metrics
• Ownership of up to ten banking & FinTech partners:
• Demonstrate thorough knowledge of the full CoupaPay product line and value proposition
• Driving contract negotiations with new partners, and end-of-contract renewals with existing partners
• Bonus: Ability to engage the market with trusted thought leadership (e.g., white papers, blog posts, webinars) pertaining to the Payments and/or Treasury space

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