Sr Partner Success Manager - 11656

The Impact of a Partner Success Manager at Coupa

We are seeking an App Marketplace Business Development Partner Manager to own and orchestrate the end-to-end partner lifecycle across the App Marketplace, from partner application and qualification through onboarding and ongoing partner performance.

• 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.

What You’ll Do

• End-to-End Partner Lifecycle Management:
• 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.
• Partner Intake and Qualification Coordination:
• 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.
• Cross-Functional Evaluation and Alignment:
• 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.
• Commercials and Deal Execution:
• 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.
• Integration and Onboarding Management:
• 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.
• Go-To-Market and Launch Coordination:
• 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.
• Partner Performance and Health Management:
• 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.
• Events and Ecosystem Engagement:
• 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.
• Operationalization and Process Improvement:
• 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.

What You Will Bring To Coupa

• Experience in partnerships, business development, product strategy, or ecosystem management in a B2B SaaS environment.
• Strong ability to manage cross-functional processes across Product, Engineering, and GTM teams.
• Experience coordinating complex programs with multiple stakeholders.
• Data-driven mindset with experience tracking and analyzing performance metrics.
• Strong communication, organization, and stakeholder management skills.