Sr. Alliances Director - 11431

Coupa SoftwareAustin, TX

About The Position

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.

Requirements

  • 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.

Responsibilities

  • 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.
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