Sr Partner Success Manager

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins.

Why join Coupa?

🔹 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.

Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa.

The Impact of a Partner Success Manager at Coupa:

We are seeking an App Marketplace Business Development Partner Manager to own and orchestrate the end-to-end partner lifecycle across the App Marketplace, from partner application and qualification through onboarding and ongoing partner performance. This role acts as the central control point for the partner journey, ensuring partners progress efficiently across all stages by coordinating with Product Strategy, Product Management, Engineering, App Marketplace Solution Consulting, Product Marketing, and GTM teams. The role does not own individual functional decisions but is responsible for driving alignment, accountability, and execution across the entire process.

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What You’ll Do

End-to-End Partner Lifecycle Management ● Own and manage the App Marketplace partner lifecycle across all stages, including qualification, commercials, onboarding, and go-to-market readiness. ● Ensure each partner progresses through defined stages with clear ownership, timelines, and accountability. ● Maintain full visibility into partner status and pipeline across the organization. Partner Intake and Qualification Coordination ● Manage partner application intake and initial screening process. ● Coordinate evaluation across Product Strategy for strategic alignment, Product and Engineering for technical feasibility and requirements mapping, and Solution Consulting for use case validation. ● Drive structured decision-making to determine whether partners proceed, iterate, or are declined. Cross-Functional Evaluation and Alignment ● Facilitate partner progression through evaluation steps including use case definition, product requirement mapping, and internal technical validation. ● Ensure alignment across stakeholders and remove bottlenecks to maintain momentum. ● Standardize evaluation inputs and ensure consistency in decision-making. Commercials and Deal Execution ● Coordinate commercial workflows including order form creation and internal approvals. ● Track deal progression and ensure timely execution across stakeholders. ● Partner with internal teams to resolve issues and accelerate approvals. Integration and Onboarding Management ● Coordinate the onboarding execution across integration build, solution certification, and marketing readiness. ● Verify across stakeholders that internal partners meet all technical, marketing and program requirements to achieve full onboarding status. ● Track progress across teams and enforce timelines to ensure timely completion. Go-To-Market and Launch Coordination ● Partner with Product Marketing and GTM teams to define positioning, messaging, and joint value propositions. ● Enable sales teams with relevant materials and use cases. ● Coordinate partner launches, including announcements, enablement sessions, and marketplace readiness. Partner Performance and Health Management ● Monitor ongoing partner performance and health in collaboration with AMP GTM team ● Manage business review partner calendar ● Identify opportunities to scale high-performing partners and address underperformance. Events and Ecosystem Engagement ● Collaborate with Events and Marketing teams to support partner participation in customer events like Inspire and Sales Kickoff activities. ● Ensure execution of sponsorship deliverables and partner engagement initiatives. ● Drive visibility and alignment for key partners across the organization. Operationalization and Process Improvement ● Continuously improve and operationalize the App Marketplace partner lifecycle. ● Support implementation of automated and agent-driven workflows to improve efficiency, visibility, and scalability. ● Establish clear processes, tracking mechanisms, and reporting frameworks for partner management.

What You Will Bring to Coupa

● Experience in partnerships, business development, product strategy, or ecosystem management in a B2B SaaS environment. ● Strong ability to manage cross-functional processes across Product, Engineering, and GTM teams. ● Experience coordinating complex programs with multiple stakeholders. ● Data-driven mindset with experience tracking and analyzing performance metrics. ● Strong communication, organization, and stakeholder management skills.

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$104,000 - $145,333 a year

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

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At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being . We offer a comprehensive suite of benefits designed to help you and your family thrive:

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 .

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location. Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees.

Please be advised that inquiries or resumes from recruiters will not be accepted.

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