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About the Role
Coupa is seeking a leader to own and execute the global alliance strategy with AWS and Amazon Business, driving revenue growth through marketplace execution, co-sell motions, and strategic executive engagement.
Responsibilities
- Own global alliance strategy with AWS and Amazon Business
- Develop and execute multi-year partnership roadmaps
- Establish engagement models, governance structures, and performance metrics
- Lead AWS Marketplace strategy including private offers and contracting
- Drive co-sell motions with AWS and Coupa field teams
- Build enablement programs, certifications, and sales plays
- Partner with Sales leadership on account planning and pipeline governance
- Serve as primary executive interface with AWS and Amazon Business
- Lead joint executive reviews and strategic planning sessions
- Manage AWS SCA, MDF, and incentive programs
- Lead cross-functional teams across Sales, Product, Finance, and Marketing
- Build and maintain senior-level relationships within the Amazon partner ecosystem
Requirements
- 10+ years of experience in strategic alliances, partnerships, cloud ecosystems, or enterprise GTM
- Hands-on experience 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
Skills
- Strategic Alliances
- Cloud Ecosystems
- Enterprise GTM
- AWS Marketplace
- Co-sell Strategy
- Executive Stakeholder Management
- Program Management
- Commercial Structuring
Experience Level
- 10+ years
Salary/Compensations
- $180,000 - $216,000
About the Company
- Provider of a community-generated AI and total spend management platform
- Global network of 10M+ buyers and suppliers
- Focus on innovation, collaborative culture, and global impact
Equal Opportunity
- Coupa provides equal employment opportunities to all qualified candidates and employees
- Hiring, compensation, training, and performance evaluations are conducted fairly