VP, Channel Sales

2 months ago

Remote, Oregon, United States Coupa Full time

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.

This role is open to European based applicants*

What you will do:

  • Strategy Development: Develop and implement a global channel sales strategy aligned with the company's overall business objectives. Identify key markets, target partners, and go-to-market approaches to maximize revenue opportunities
  • Program Creation: Build the channel sales program from the ground up, including designing partner programs, incentives, and enablement initiatives. Establish a scalable framework for partner recruitment, onboarding, and management
  • Partner Recruitment: Identify and recruit strategic channel partners, including resellers, distributors, system integrators, and other relevant partners. Negotiate and formalize partnership agreements to drive mutual growth and success
  • Relationship Management: Foster and maintain strong, long-term relationships with channel partners. Act as the primary point of contact, providing ongoing support, guidance, and resources to ensure partner success. Ensure partners are well-versed in our product offerings, value propositions, and sales processes
  • Performance Monitoring: Establish key performance metrics and regularly analyze partner performance. Implement strategies to drive partner engagement, productivity, and revenue growth. Provide regular reports and updates to executive leadership
  • Cross-functional Collaboration: Work closely with internal teams, including sales, marketing, product, and customer success, to ensure alignment and support for channel initiatives. Collaborate on joint marketing campaigns, product launches, and customer success strategies
  • Market Expansion: Identify new market opportunities and expansion strategies in collaboration with regional sales leaders. Develop plans to penetrate new geographic regions and industry verticals through strategic channel partnerships
  • Leadership and Development: Lead and mentor a high-performing global channel sales team. Provide guidance, support, and professional development opportunities to ensure team members achieve their full potential

What you will bring to Coupa:

  • Bachelor's degree in Business or a related field; MBA preferred
  • 10+ years of experience in channel sales, with a focus on enterprise SaaS solutions
  • Proven track record of building and scaling successful channel sales programs on a global scale
  • Strong understanding of the industry, market dynamics, and competitive landscape
  • Exceptional leadership and team management skills, with experience leading global teams
  • Excellent negotiation, communication, and relationship-building skills
  • Strategic thinker with the ability to develop and execute complex sales strategies
  • Strong analytical and problem-solving skills, with a data-driven approach to decision-making
  • Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
  • Ability to travel as needed

The estimated pay range for this role is as follows:


•Based in California: $240,000 + commission


•Based in Colorado: $240,000 + commission


•Based in New Jersey: $240,000 + commission


•Based in New York: $240,000 + commission


•Based in Washington: $240,000 + commission

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

#LI-Remote

#LI-TC1

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 here. 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.

Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa's Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

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