Sr. Alliances Director - 11431

Coupa Software•Austin, 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.