Coupa Software

• Own and manage the App Marketplace partner lifecycle across all stages, including qualification, commercials, onboarding, and go-to-market readiness. • Ensure each partner progresses through defined stages with clear ownership, timelines, and accountability. • Maintain full visibility into partner status and pipeline across the organization. • Manage partner application intake and initial screening process. • Coordinate evaluation across Product Strategy for strategic alignment, Product and Engineering for technical feasibility and requirements mapping, and Solution Consulting for use case validation. • Drive structured decision-making to determine whether partners proceed, iterate, or are declined. • Facilitate partner progression through evaluation steps including use case definition, product requirement mapping, and internal technical validation. • Ensure alignment across stakeholders and remove bottlenecks to maintain momentum. • Standardize evaluation inputs and ensure consistency in decision-making. • Coordinate commercial workflows including order form creation and internal approvals. • Track deal progression and ensure timely execution across stakeholders. • Partner with internal teams to resolve issues and accelerate approvals. • Coordinate the onboarding execution across integration build, solution certification, and marketing readiness. • Verify across stakeholders that internal partners meet all technical, marketing and program requirements to achieve full onboarding status. • Track progress across teams and enforce timelines to ensure timely completion. • Partner with Product Marketing and GTM teams to define positioning, messaging, and joint value propositions. • Enable sales teams with relevant materials and use cases. • Coordinate partner launches, including announcements, enablement sessions, and marketplace readiness. • Monitor ongoing partner performance and health in collaboration with AMP GTM team. • Manage business review partner calendar. • Identify opportunities to scale high-performing partners and address underperformance. • Collaborate with Events and Marketing teams to support partner participation in customer events like Inspire and Sales Kickoff activities. • Ensure execution of sponsorship deliverables and partner engagement initiatives. • Drive visibility and alignment for key partners across the organization. • Continuously improve and operationalize the App Marketplace partner lifecycle. • Support implementation of automated and agent-driven workflows to improve efficiency, visibility, and scalability. • Establish clear processes, tracking mechanisms, and reporting frameworks for partner management.

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 an Instructional Designer at Coupa: Instructional Designers at Coupa create and maintain best-in-class eLearning, instructor-led, and virtual instructor-led content for Coupa Product training to serve customers, partners, and employees. They have a solid knowledge of instructional design, adult learning theory, and technical training best practices. They must possess a strong bias for action and an unwavering commitment to making our internal and external customers and partners successful. What You'll Do: - Stakeholder Collaboration: Partner directly with cross-functional SMEs and stakeholders to identify critical learning needs and define measurable performance objectives. - Multimodal Development: Create and maintain diverse curricula for online, instructor-led (ILT), and virtual instructor-led (vILT) training environments. - Evidence-Based Design: Apply core instructional design theories and principles to address performance gaps and maximize learner impact. - Pre-Production Design: Generate comprehensive scripts, storyboards, and prototypes for stakeholder review and approval prior to final development. - Interactive E-Learning: Leverage multimedia authoring tools (Articulate 360, Camtasia) and project management platforms (Asana) to build engaging online experiences. - Project Ownership: Manage the end-to-end content development lifecycle, ensuring seamless collaboration between curriculum managers and delivery teams. - Quality Assurance: Ensure all instructional materials meet rigorous quality standards and strictly adhere to established corporate writing and style guidelines. What You Will Bring to Coupa: - Instructional Expertise: 2+ years of experience in instructional design, curriculum management, or adult learning within a corporate training environment (SaaS preferred). - Agile Development: Proven ability to operate in rapid 2-week development cycles, delivering high-quality learning content under tight turnaround times. - Technical Toolset: Mastery of eLearning authoring tools including Articulate 360, Adobe Creative Cloud, Camtasia, and Microsoft Office. - Content Design: Demonstrated skill in assessing learning needs and converting complex technical information into engaging, media-rich, and high-impact learning solutions. - Methodology & Theory: Strong foundational knowledge of instructional design processes, taxonomy, knowledge transfer methods, and organizational development. - Strategic Communication: Excellent writing and editing skills with the ability to simplify technical concepts and build consensus across disparate groups with competing priorities. - Education & Validation: BA/BS degree in Education or Instructional Design required; a professional portfolio demonstrating successful project execution must be provided. 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.

• Project manage analyst research deadlines and deliverables, including but not limited to:large, complex evaluation projects, survey submissions, customer reference requests, briefing and demo scheduling, etc • Collaborate with internal partners and stakeholders across product marketing, product management, customer marketing, customer success, and more, to ensure that all are effectively prepped and positioned to represent Coupa to our key analysts • Oversee Coupa’s complex analyst firm contracts, ensuring that all contract deliverables are used effectively and that we stay on budget, etc. • Manage Coupa Analyst Relations’ internal repository of sales-focused content, ensuring that our success with industry analysts is communicated to sales through tools that they can effectively leverage in their opportunities • In collaboration with others on the analyst relations team, the events team, etc., product analyst-facing events such as advisory days, analyst days, etc. • Curate and cultivate a list of key industry analysts for a particular product area, tracking their focus areas, coverage of Coupa, etc. • This job description indicates the general level and nature of work expected of the incumbent. It is not a comprehensive list of specific duties or activities associated with the position. The incumbent may be asked to perform other duties as assigned.

• 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.

• Develop standard processes within your areas of expertise and champion their adoption. • Manage the CAM engagement with a customer using strong project management practices while developing solutions to business problems. • Take ownership of your customer’s continued success by ensuring accurate adoption of the platform. • Engage customers in enlightened business need discussions versus feature/function basics. Continually drive customers toward their strategic goal. • Provide a strong technical understanding of our product with the ability to discuss and demonstrate the full Coupa platform and how it may be configured to meet a customer’s business needs.

• Manage a team of demo configuration specialists manage, maintain, upgrade world class demonstration environments to allow Solution Advisory to deliver high impact value demonstrations • Govern the upgrade process by working closely with the product and operations teams to environment demo environment uptime and performance quality • Manage multiple stakeholders while maintaining scalable, performant, feature/value rich demo transaction, process flows and reporting • Manage a virtual team of GDS business and technical engineers and coordinate contributions from key stakeholders, including Sales, Marketing, Product, Finance, Delivery, Implementation, Legal, and IT/Security • Manage the ticket request process to completion using Jira to assign team members to Jira ticket issues all the way through to completion while tracking progress, and follow up with subject matter experts, and resolve open issues • Organize and lead bid-related meetings, ensuring alignment across all contributors • Clearly communicate to the VSA team, Sales Leaders and Account Executives when a no-bid response is decided for unqualified and short-turnaround proposal requests • Architect and develop intelligent agents using Coupa Agent Studio to automate complex workflows • Utilize Coupa Compose to build solution proof-of-concepts using Coupa AI technologies. • Apply prompt engineering and LLM orchestration logic to ensure agents are accurate, context-aware and performant. • Build and connect prototypes via MCP, A2A, BYOA to diverse systems and data sources including ERPs (SAP, Oracle, Servicenow, Netsuite…), middleware systems, and third-party data providers. • Develop and maintain middleware/scripts to facilitate seamless data exchange via APIs and JSON/XML formats. • Ensure bi-directional data integrity between the AI agents and the 3rd party environments. • Partner with Solution Advisors to translate "customer pain points" into technical requirements for rapid prototyping. • Participate in discovery sessions to provide technical feasibility assessments for custom AI solutions • Participate in dry-run and demonstration walk-thru reviewing your AI Agents

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. What You’ll Do - Multi-Channel Strategy: Own top-of-the-funnel growth and accelerate pipeline velocity through a cohesive digital roadmap including the website, SEO/SEM, AEO, paid social, and content syndication. - Precision ABM: Partner with the Integrated Campaigns and Sales teams to deploy targeted "always-on" and bespoke digital plays for Tier 1 accounts. - Global Matrix Collaboration: Work seamlessly with Global Corporate Marketing to adapt brand-level initiatives for local relevance in EMEA and APAC markets, as well as INTL integrated marketing function to align closely with Sales Campaigns. - Regional Field Communications: Own the Digital Demand engine across the region including close collaboration with field leaders, providing confidence around strategic approach, channel selection and regular reporting and results updates. - Funnel Optimisation: Implement advanced lead nurturing programs to seamlessly guide prospects through the international sales funnel from awareness to consideration to purchase - Data-Driven Optimisation: Establish a strict "test-measure-learn" framework . Utilise data and analytics tools to track key performance indicators (KPIs) and provide consistent, actionable reporting to stakeholders . - Budgetary Stewardship: Institute a "value creation" mindset across all international planning activities, managing operational budgets effectively . What You Will Bring to Coupa - Revenue Focus: You think in terms of "Pipeline Generated" and "Revenue Influenced," not just "Clicks" and "Impressions." - 15+ Years of Experience: You’ve spent significant time mastering the digital landscape in a manager capacity, specifically within the B2B SaaS or Fintech space. - Strategic Mindset: You can zoom out to build a 12-month strategy and zoom in to optimise a $60k/month paid media spend. - ABM/AI Expert: Deep experience with intent data platforms (e.g., 6sense, Demandbase, Usergems, Clay) and executing digital plays that move the needle on specific accounts. - Matrix Native: You are adept at navigating complex, global organisations, influencing stakeholders across time zones and departments without direct authority. - Tech Stack Savvy: Expert-level knowledge of Salesforce, Marketo (or similar MAPs), and the modern ad-tech stack. 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.

Role Description The Enterprise Program Manager will be responsible for leading high-impact, cross-functional programs that align to Coupa’s strategic business objectives. This role involves driving complex initiatives across business units, ensuring alignment across stakeholders, managing interdependencies, and delivering measurable business outcomes. The ideal candidate will have a proven track record of managing strategic programs in a fast-paced, matrixed environment. What You’ll Do: - Lead and manage multiple enterprise-wide programs from initiation through delivery, ensuring alignment with Coupa’s strategic priorities. - Develop and maintain program plans, including resource allocation, timelines, cross project dependencies and risk management strategies. - Partner with executive sponsors and functional leaders to define success criteria and ensure program alignment across teams and departments. - Own program governance, including stakeholder communications, status updates, and SteerCo engagement. - Proactively identify and resolve cross-functional risks, issues, and scope changes to keep programs on track. - Drive transparency and accountability across teams by managing program milestones, KPIs, and progress toward business goals. - Promote program management excellence through standard practices, templates, and continuous improvement efforts across the organization. Qualifications - Bachelor’s degree in Business Administration or a related field. - 6–8 years of experience in program or portfolio management, with a strong track record of delivering enterprise-wide, cross-functional initiatives. - Strategic thinking paired with strong execution discipline. - Exceptional communication, collaboration, and influence skills across all levels of the organization. - Experience working in complex, matrixed environments with multiple stakeholders. - Proficiency in program and portfolio management tools (e.g., Smartsheet, Asana, JIRA, Confluence). - Ability to connect the dots across teams and manage competing priorities with a business-first mindset. - PMP, PgMP, or other relevant program management certifications preferred. Benefits - 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.

Role Description 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. Qualifications - 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. Requirements - 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. Benefits - Please be advised that inquiries or resumes from recruiters will not be accepted. Company Description 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.

• Qualify inbound leads and outbound prospects to drive pipeline for the Sales team • Engage C-level and Director-level contacts to identify business challenges, priorities, and fit • Partner with Marketing on targeted campaigns to accelerate lead-to-opportunity conversion • Collaborate closely with Sales on pipeline development strategy and account planning • Execute high-volume outreach via phone, email, and social channels • Accurately log activities and maintain up-to-date records in Salesforce • Deliver consistent monthly performance across meetings booked, qualified leads, and opportunity conversion • Develop expertise in Coupa's platform and value proposition, conducting guided product tours and introductory demonstrations as needed • Represent Coupa at virtual and in-person events when required