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.

Reporting to the VP EMEA MM Sales and the VP Channel Sales Global , the RVP, Channel Sales EMEA will be responsible for developing and executing a comprehensive reseller channel sales strategy for the EMEA region. This role requires a strategic leader with a proven track record in building successful channel sales programs, fostering strong relationships with partners, and driving revenue growth. The ideal candidate will have extensive experience in the industry, exceptional leadership skills, and the ability to succeed in a fast-paced, high-growth environment.

What you will do:

Strategy Development: Develop and implement a channel sales strategy for the EMEA region aligned with Coupa’s overall business goals. Identify key markets, target partners, and go-to-market strategies to maximize revenue opportunities.
Program Execution: Implement and oversee partner programs, including incentives, enablement initiatives, and scalable frameworks for partner recruitment, onboarding, and management.
Partner Recruitment: Identify and recruit strategic channel partners in EMEA, including resellers, distributors, and system integrators. Negotiate and formalize partnership agreements to drive mutual growth and success.
Relationship Management: Build and maintain strong, long-term relationships with EMEA channel partners. Act as the main point of contact, providing ongoing support and guidance to ensure partner success. Ensure partners are well-versed in Coupa’s product offerings, value propositions, and sales processes.
Performance Monitoring: Establish key performance metrics and regularly analyze the performance of channel partners. Implement strategies to drive partner engagement and productivity. Provide regular reports and updates to executive leadership.
Cross-functional Collaboration: Collaborate with internal teams including sales, marketing, product, and customer success to ensure alignment on channel initiatives. Work on joint marketing campaigns, product launches, and customer success strategies in the EMEA region.
Market Expansion: Identify new market opportunities and develop strategies for expanding into new regions and industry verticals within EMEA. Collaborate with regional sales leaders to support market penetration through strategic channel partnerships.
Leadership and Development: Lead and mentor a high-performing EMEA channel sales team. Provide support and professional development opportunities to help team members achieve their full potential.

What you will bring to Coupa:

Bachelor’s degree in Business or a related field; MBA preferred.
10+ years of experience in channel sales, with a focus on enterprise SaaS solutions, preferably in the EMEA region.
Proven track record of building and scaling successful channel sales programs.
Strong understanding of the EMEA market dynamics and competitive landscape.
Exceptional leadership and team management skills, with experience leading regional teams.
Excellent negotiation, communication, and relationship-building skills.
Strategic thinker with the ability to develop and execute complex sales strategies.
Strong analytical and problem-solving skills, with a data-driven approach to decision-making.
Ability to thrive in a fast-paced environment and manage multiple priorities effectively.
Willingness to travel as needed.

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RVP, Channel Sales EMEA