Coupa Software

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. Coupa App Marketplace Program Definition: The Coupa App Marketplace Program is a key initiative designed to build a robust ecosystem of third-party applications that integrate seamlessly with Coupa's spend management platform. This program empowers independent software vendors, partners, and developers to create, certify, and distribute innovative solutions that extend Coupa’s core capabilities. By leveraging our open APIs, SDKs, and pre-built connectors, the program ensures streamlined integration and enhanced procurement, finance, and operational efficiency for our customers. Application Partners who participate in the program gain access to dedicated consulting hours for designing and building their integrations, as well as standardized app support processes, co-marketing, and co-selling opportunities. This enables them to create scalable, secure, and compliant applications. Ultimately, the Coupa App Marketplace is instrumental in driving innovation and providing our customers with a diverse range of best-in-class solutions. It helps organizations optimize their spend, improve compliance, and increase overall productivity through integrated and customizable tools. Before applying, we highly recommend familiarizing yourself with the following resources: - The Coupa Technology Partner Program and Coupa App Marketplace websites - Demos that showcase Coupa’s unique position as a Gartner-recognized industry leader in Accounts Payable Applications. - Learn About AI-Powered AP Automation - The Future of Procurement: How Salling Group Gains Better Margins - Charting the Course to 2030: Procurement Reimagined - The Total Economic Impact™ of AI Total Spend Management - How Delek is Transforming Source-to-Pay Operations to Improve Value Creation Key aspects and benefits of the program include: - Access to a growing customer base: Partners can reach and sell apps to Coupa's expanding customer base. - Excellent Techno Functional assistance and insights: Participants receive technical assistance from experts and gain inside access to Coupa product roadmaps and technology. - Business growth: It provides an opportunity for partners to grow their business with support from Coupa. - Certification process: Becoming an App Marketplace Partner involves a multi-stage process: applying, building your solution using Coupa's platform integration points (including platform APIs and data formats), getting the app certified by a consulting team after review and testing, and then marketing your solution with assistance from Coupa's marketing team. - Co-marketing efforts: After certification, the marketing team helps develop strong co-marketing strategies, including listing the app on the marketplace, creating co-branded digital assets, and educating Coupa’s Sales Team. The Impact of a Sr. Solution Advisor at Coupa App Marketplace Program: A Sr. Solution Advisor plays a pivotal role in delivering value-driven, scalable solutions for enterprise customers. You will engineer the techno-functional backbone of the Coupa App Marketplace by translating complex business processes into robust system configurations and approval workflows. You will ensure the technical integrity of the Source-to-Pay (S2P) process, optimizing Supplier Onboarding, Master Data Management, and Catalog Management for global scale and efficiency.On a daily basis, you will validate end-to-end workflows across multiple systems, ensuring seamless data flow between Coupa and third-party applications or ERPs such as NetSuite, Workday, and Salesforce. With a strong focus on reporting and analytics, you will design dashboards that provide clear visibility into procurement performance. You will also evaluate third-party apps for ecosystem integration and lead the adoption of emerging technologies, including Agentic AI and workflow automation tools like Workato or UiPath, to solve complex operational challenges. What You’ll Do What You'll Do: - Lead the techno-functional design and configuration of Coupa and related procurement systems - Translate business process requirements into functional and technical integration specifications - Collaborate with External Partners, Product Management, Engineering, Professional Services, Support, QE, Cloud Operations to design and validate use cases and robust integration architectures - Drive procurement transformation initiatives and guide internal and external stakeholders - Conduct workshops/meetings, requirement gathering sessions, and proof‑of‑concept validations with key stakeholders - Partner with cross‑functional teams globally to ensure solution alignment and delivery success - Support partner onboarding and certification related to procurement solutions - Provide consulting to partners building scalable repeatable and portable partner solutions, product features, customer enablement and sales support - Demonstrate a solid understanding of Coupa’s products and architect solutions effectively - Help strengthen Coupa’s leadership in the Business Spend Management space What You Will Bring to Coupa - 10+ years of solid techno-functional hands-on experience implementing and managing Coupa enterprise solutions. - The following are the must-have skills for the candidate - Vendor & Partner Synergy: Manage operational relationships with Coupa, third-party implementation partners, and banking providers (for Virtual Cards/Pay) to ensure project milestones are met. - Clear Techno-Functional Documentation: Translate intricate system configurations into user-friendly documentation and "plain-English" presentations for non-technical stakeholders. - Meeting Facilitation: Lead and moderate cross-functional workshops, ensuring all voices are heard while keeping the technical scope within the boundaries of Coupa Best Practices - Coupa Techno-Functional Capabilities - Strong understanding of Core Coupa platform, Procure-to-Pay (P2P), Source-to-Contract (S2C), - Strong knowledge of Coupa Direct Spend namely Sourcing (CSO), Inventory management, PO Collaboration, Inventory collaboration, Planning and Forecasting, - Requisitioning, Approval workflows & Purchase Order (PO) processing - Invoice management, AP automation and reconciliation - Sourcing events, RFQs, and bid evaluation - Good understanding of other indirect side of Coupa Power Apps namely , Supplier Information Management (SIM), Contract Lifecycle Management (CLMA), Coupa Risk Aware (RPM) and Coupa Risk Assess (RPMA), Coupa Pay - Supplier onboarding, management, and master data governance - Catalog management, punchout catalogs and product/service configuration - Experience in reporting, dashboards and analytics for procurement performance metrics - Understanding of supplier risk management and ESG compliance workflows - Supplier Chain collaboration and Demand forecasting experience is a plus - Integration Knowledge - Techno-Functional understanding of ERP integrations with SAP ECC / S4HANA, Oracle ERP, NetSuite, Workday, ServiceNow, Salesforce, or other enterprise systems - Experience mapping business requirements to system configurations and integration - Strong technical ability to evaluate 3rd-party apps / partners for integration into procurement ecosystems - Experience testing APIs and writing scripts using tools such as Postman - Project & Stakeholder Management - Collaborating with cross-functional teams and global stakeholders - Experience managing relationships with partners, vendors, and internal stakeholders - Excellent written and verbal communication skills - Strong problem‑solving skills, able to work independently and guide cross‑functional teams - Coupa Hands-On Experience - Upstream Configuration: Hands-on setup of Sourcing templates, event rules, and scoring scales. Execute CLM workflows including clause libraries, template tagging, and e-signature integrations. - Downstream Technical Management: Deep-dive configuration of Purchase Order transmission, Invoice tolerances, and AP automation. Expert-level setup of Invoice Payment batches and Virtual Card provider integrations. - Supplier & Catalog Lifecycle: Own the Supplier Information Management (SIM) process, including onboarding workflows and risk assessments. Maintain hosted and punchout catalogs to streamline procurement. - Workflow Engineering: Build and maintain sophisticated approval chains (AP/Req) using complex lookup tables and custom fields to meet global business requirements. - System Architecture & Configuration: Expertly map complex business requirements to Coupa functional configurations, including the design of sophisticated approval workflows and business rules. - Enterprise Integration: Lead the seamless integration of Coupa with tier-one ERP systems (SAP S/4HANA, Oracle EBS, NetSuite, Workday) and broader ecosystems including Salesforce and ServiceNow. - Next-Gen Procurement: Drive the adoption of Procurement AI, Intelligent Automation, and Agentic AI frameworks to optimize the S2P lifecycle. - Risk & Compliance: Implement and manage Supplier Risk Management and ESG compliance workflows to ensure sustainable and secure procurement practices. - Analytics & Performance: Design and deploy advanced reporting, dashboards, and analytics to monitor and improve procurement performance metrics. Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

• Build, deploy, and troubleshoot microservices in Kubernetes and Amazon EKS, ensuring scalability and reliability. • Design secure, highly available web applications with a focus on capacity planning and performance optimization. • Deploy and manage the lifecycle of LLMs and embedding models, defining KPIs to measure and improve AI application performance. • Evaluate and integrate emerging technologies such as RAG systems, MCP servers, AI Agents, and agentic workflows into our platform. • Manage AWS core and GenAI services (S3, IAM, EKS, Bedrock, etc.) using infrastructure-as-code tools like Terraform and Chef, while maintaining observability through tools like New Relic or PagerDuty. • Collaborate across product, platform, and engineering teams on architecture design, security patching, incident response, and release management to ensure the reliability of our ML and GenAI infrastructure

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 a Partner Business Manager at Coupa: We are seeking a highly motivated and experienced Partner Business Manager (PBM) to join our growing Partner Organization. This role is crucial for cultivating and expanding relationships with our partners, ensuring their success within the Coupa ecosystem, and driving new business growth for their practice. The ideal candidate will have a strong understanding of partner management, a passion for technology, and a proven ability to drive sales results in a fast-paced environment. What You'll Do: - Partner Business Management: Serve as the primary point of contact for sales to our partners, building strong, strategic relationships to drive satisfaction, brand awareness, and customer acquisition. - Go-to-Market & Business Development: Collaborate with our sales teams, partner Business managers and partners to define and execute joint business plans and GTM strategies, including co-marketing, sales enablement, account planning, and salesforce education to drive growth and adoption. - Internal & External Enablement: Build trust and alignment with Coupa account teams while enabling internal and external stakeholders on the value and offerings of the partner. - Performance & Revenue Tracking: Monitor partner performance and revenue contribution, analyze KPIs, and provide reporting and recommendations to internal stakeholders for optimization. - Operational & Financial Support: Support the Finance team in tracking and collecting partner revenue share, while coordinating with cross-functional teams to troubleshoot and resolve partner issues. - Strategy, Innovation & Insights: Gather partner feedback and conduct field and quarterly business reviews to ensure partners maximize contribution and GTM offerings. What You Will Bring to Coupa: - Education & Experience: Bachelor’s degree in Business, Marketing, Computer Science, or equivalent practical experience; 5+ years in partner management, sales, channel sales, or business development within a SaaS or tech environment. - Sales & Ecosystem Expertise: Proven track record of meeting revenue targets, with experience managing all partnerships and working within partner ecosystems. - Technical Acumen: Strong understanding of cloud platforms and enterprise software solutions. - Relationship Management: Demonstrated ability to build and sustain strong relationships with cross-functional teams and external stakeholders. - Communication & Execution: Excellent communication, presentation, and negotiation skills, with strong project management capabilities and attention to detail. - Tools & Independence: Comfortable working both independently and collaboratively in a fast-paced environment; experience with PRM/CRM tools like Salesforce is a plus. The estimated base range for this role is $148,000 - $168,000 + eligibility for commission with an estimated pay mix of 70/30. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state. Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

• The Executive Success Partner acts as the single senior leader for the customer relationship of Coupa’s most strategic accounts. • 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.

• Prospecting, building pipelines and selling Coupa supply chain solutions • Engaging with C-level prospects, Procurement, IT and Supply Chain Managers to position Coupa’s strategic value proposition and lead deals to closure • Collaborating with customers and internal teams to build joint vision roadmaps outlining the value that Coupa will deliver • Creating and maintaining actionable account plans to guide and develop strategies and identify new business opportunities • Providing accurate forecasts and monthly reports to the sales manager to communicate the health of the sales pipeline, significant market trends, and any potential risks that may impact the ability to hit targets

• Lead workshops to deconstruct legacy procurement workflows and identify where **Coupa Agents** (native or custom) can drive the highest ROI. • Help clients determine the "where" and "how" of agent deployment, deciding which processes should be fully autonomous vs. human-in-the-loop. • Define the future-state metrics (KPIs) that the AI transformation must achieve, ensuring they align with board-level goals. • Evaluate the customer’s **AI Readiness** across three lenses: **Culture** (willingness to trust agents), **Data** (is the intelligence layer fueled correctly?), and **Process** (is the workflow "agent-ready"?). • Identify internal policy or workforce hurdles early and partner with leadership to dismantle them. • Advise on workforce shifts, including the creation of **AI Centers of Excellence (COE)** and the retraining of staff to manage an "AI Workforce." • Guide customers on updating internal governance to allow for autonomous agent actions (e.g., automated contract redlining or tail-spend negotiation). • Act as the "Tone Setter" for the technical team. You define the *Vision*; the **Agentic Architect** defines the *Build*. • Bridge the gap between the customer’s long-term transformation goals and the Coupa Product Roadmap to ensure the client is always ahead of the curve

• Compile and analyze weekly/monthly internal indicators related to hiring, spending, and other key metrics, and present findings to the Chief Product and Technology Office team • Support the hiring process including approvals, process improvement as well as global footprint and site strategy to ensure alignment with organizational goals • Partner closely with FinOps and Engineering to manage the contractor workforce, ensuring seamless coordination between contingent labor spend and financial reporting • Aid in target setting and spending initiatives within the Chief Product and Technology Office, including driving efficiencies within an annual $x00m budget. • Manage and Identify opportunities for process improvement within the purchase order (PO) process, serving as a key gatekeeper by reviewing and providing recommendations for approvals • Assist in the annual demand planning cycle and budgeting process including developing business justifications for future investment and generating recommendations on investment priority • Coordinate a portfolio management-lite process to track and manage key projects and initiatives • Streamline operations and improve processes to support scalability and growth, while partnering with cross-functional teams on ad-hoc projects and general initiatives that drive organizational effectiveness and culture.

• Lead Coupa’s partner strategy in your region, by driving partner-led pipeline creation, deal execution, and regional alliance growth. • Own and execute the partner-led sales model, driving pipeline and ACV through resellers and strategic alliances. • Manage and enable key partners, ensuring consistent pipeline generation and deal progression across existing and new accounts. • Build joint account plans with partners and Coupa sales teams, aligned to regional growth priorities. • Generate new pipeline through partner-led prospecting, field events, and marketing programs. • Lead forecasting, pipeline inspection, and deal reviews, ensuring accuracy in Salesforce and Clari. • Support full sales cycle execution, including customer engagement, RFPs, pricing, and pre-sales support. • Run Quarterly Business Reviews (QBRs) and partner performance reviews against mutual targets. • Drive partner onboarding, enablement, and continuous education to improve selling capability. • Act as the primary liaison between partners and Coupa sales teams, ensuring alignment and deal momentum. • Lead regional partner events and executive engagement activities. • Track and analyse partner performance, pipeline health, and market trends to identify growth opportunities.

• Compile and analyze weekly/monthly internal indicators related to hiring, spending, and other key metrics, and present findings to the Chief Product and Technology Office team • Support the hiring process including approvals, process improvement as well as global footprint and site strategy to ensure alignment with organizational goals • Partner closely with FinOps and Engineering to manage the contractor workforce, ensuring seamless coordination between contingent labor spend and financial reporting • Aid in target setting and spending initiatives within the Chief Product and Technology Office, including driving efficiencies within an annual $x00m budget. • Manage and Identify opportunities for process improvement within the purchase order (PO) process, serving as a key gatekeeper by reviewing and providing recommendations for approvals • Assist in the annual demand planning cycle and budgeting process including developing business justifications for future investment and generating recommendations on investment priority • Coordinate a portfolio management-lite process to track and manage key projects and initiatives • Streamline operations and improve processes to support scalability and growth, while partnering with cross-functional teams on ad-hoc projects and general initiatives that drive organizational effectiveness and culture.

• Work as part of an account team to define overall engagement approach to build trust and advocacy for the Coupa Platform. Typically at Enterprise and Strategic account level and across multiple industry verticals • Work with senior business, AI and IT leads within accounts to collaborate in the creation of a vision and blueprint for how a customer’s procurement, finance and supply chain organization will evolve from human-led manual tasks to Agentic-led orchestration • Develop an architecture and proof of concept that will demonstrate how Coupa AI and other technologies will deliver against this vision and blueprint • Provide technical presentations, explanations and discussions as required to prospective and existing customers that address some or all of the following areas: • Coupa Platform approach and strategy • Coupa AI architecture and approach • Cloud Hosting Architecture • Coupa Product Architecture • Coupa Security and Compliance • Integration to ERPs such as SAP, Oracle, NetSuite, D365, etc. • Data management including AI models, processing, etc • Create, review and evolve assets including presentations, digital assets, videos, etc to assist in delivering technical information • Work with the RFP team on technology/security requirements and respond/review to the technical sections of RFI/RFPs as necessary