Sr. Alliances Director

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.

Coupa is seeking a Senior Strategic Alliances Director to lead and scale our global partnership with Amazon, including Amazon Web Services (AWS) and Amazon Business. This role drives AWS Marketplace performance, co-sell execution, and joint go-to-market programs to accelerate revenue growth and customer value.

• 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.
• Build scalable enablement programs, certifications, and sales plays.

• Partner with Sales leadership on joint account planning, territory alignment, and pipeline governance.
• Embed Amazon motions into Coupa’s global GTM strategy.
• Track and optimize revenue and partner-influenced pipeline.

• Serve as Coupa’s primary executive interface with AWS and Amazon Business.
• Lead joint executive reviews, QBRs, and strategic planning sessions.
• Maintain governance cadences, escalation paths, and accountability frameworks.

• Own AWS SCA, MDF, and incentive programs.
• Manage investment planning, ROI tracking, and compliance.
• Partner with Finance and Legal on commercial structures and agreements.

• Lead cross-functional teams across Sales, Alliances, Product, Finance, and Marketing.
• Partner with Product and Engineering on cloud strategy, integrations, and joint solutions.
• Develop operational playbooks, reporting, and execution standards.
• Drive continuous improvement in alliance processes and tools.

• Build and maintain senior-level relationships across AWS and Amazon Business.
• Secure executive sponsorship and priority field engagement.
• Advocate for Coupa within the Amazon partner ecosystem.

• 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.

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.