Sr. Channel Sales Manager

As a Channel Sales Manager at Coupa, you will significantly impact our organization by actively participating in the development of an Indirect Sales model, focused on partner-led sales of Coupa Software as well as supporting and managing 3+ Coupa Partner Resellers to generate indirect pipeline within their existing client base and beyond. Your contributions will also generate new pipeline by prospecting into segmented accounts, orchestrating specific field events, and leveraging marketing programs to generate “top of funnel” interest. Accurately forecast deals weekly both in applications like Salesforce and CLARI and conduct weekly forecast calls for deal updates, opportunity creation strategy, and benchmarking against Annual & Quarterly Partner quotas. Participate in all stages of the Coupa Sales cycle to ensure both customer and partners are properly educated on Coupa solution offerings and overall fit – Ensuring Customer Success. Regularly meet with partners on deal strategy for any part of the sales cycle and assist in client presentation material, RFP submissions, or pre-sales support requests to improve win rates across all deals. Provide and edit Licensing Quotes to Partners for all Coupa Reseller Deals. Regularly attend and host industry and partner events in the field – examples include conferences, user groups, virtual customer fireside chats, and exec connect dinners as well as conduct research on competitors, market, and industry trends. Educate and train both new and existing partners on how to effectively represent, position, and sell Coupa solutions as well as assess and participate in the constant education and onboarding of each partner to improve their understanding of Coupa and overall selling skillset. Create and analyze monthly, quarterly, and yearly reporting to recognize areas of strength and opportunity for growth across each Partner’s Coupa Reseller business and organize and conduct Quarterly Business Reviews with each partner.