Executive Success Partner - 11438

Coupa Software•Seattle, WA

10d

About The Position

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 an Executive Success Partner at Coupa: The Executive Success Partner acts as the single senior leader for the customer relationship of Coupa’s most strategic accounts. In this high-impact role, you will serve as the primary executive counterpart to the customer’s executives, ensuring that Coupa’s platform not only delivers on its promises but evolves to drive the customer’s long-term business transformation. You will move beyond transactional management to architect specific value journeys, orchestrating Coupa’s global resources to align with the customer’s objectives while driving profitable growth and partnership expansion.

Requirements

15+ years of experience in customer success, management consulting, or professional services with a track record of influencing C-level stakeholders in complex enterprise environments.
A demonstrated ability to translate abstract business objectives into actionable software solutions and transformation roadmaps.
A deep understanding of the Source-to-Pay (S2P) lifecycle—including Strategic Sourcing, Contract Lifecycle Management (CLM), and Procure-to-Pay (P2P)—enabling you to lead digital transformation with authority.
Proven success in mobilizing and leading distributed, cross-functional teams without direct reporting lines to deliver large-scale programs.
An entrepreneurial mindset with the ability to identify growth opportunities, support renewal retention strategies, and negotiate prioritization.
Exceptional ability to synthesize complex technical and business concepts for executive audiences, coupled with the emotional intelligence to navigate sensitive political landscapes.

Responsibilities

Cultivate and command trust-based relationships with customer executives, aligning Coupa’s capabilities directly with their corporate strategy and board-level objectives.
Define, measure, and aggressively drive the realization of business outcomes. You are accountable for ensuring the customer captures the full ROI of their investment.
Act as a thought leader, leveraging deep expertise in Autonomous Spend Management to challenge the status quo and introduce innovative industry perspectives that drive continuous improvement.
Lead the governance model, establishing rigorous internal and external engagement cadences that ensure the entire account team—Sales, Services, and Product—operates as a cohesive unit.
Direct diverse, matrixed teams (including Services, Support, Product and other Subject Matter Experts) to solve complex business challenges, bridging the gap between sales discovery and Coupa execution.
Oversee the health of engagements, partnering with the leadership team to anticipate resource needs, mitigate risks, and accelerate time-to-value.
Move the partnership beyond individual projects by developing long-term "account journeys."
Proactively identify opportunities for solution upsell and cross-sell that solve emerging customer problems.
Champion the customer’s feedback within Coupa, influencing Product, Technology, and Marketing roadmaps to drive systemic improvements.
Direct strategic investments—such as Value Advisory engagements or Services assessments—to where they will generate the highest impact for both the customer and Coupa.