Sr. Alliances Director - 10999

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 Sr. Alliance Director to Coupa:

We are seeking a highly motivated and experienced Alliance Director to join our growing Japan 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:

• Manage, coach, and support the partner ecosystem and Coupa sales teams within your region for field sales engagement - ensuring joint sales motions, removing obstacles, and maintaining proper communications with all parties involved in sales opportunities.
• Lead partners and Coupa sales in regional business development efforts and manage joint account planning.
• Develop the annual business plan with partners as it relates to the build of a mutual pipeline. Ensure quarterly business reviews and course corrections with partner leadership in order to ensure achievement of mutual goals and quotas.
• Build long term and strategic relationships with partner executives, as well as, partner and field sales teams
• Manage and attend shared PR and marketing activities across partners.
• Serve as the first point of contact for partners and be the liaison between Coupa sales teams and partners.
• Coordinate and drive new business activities from start to finish.
• Manage deal registration (within Salesforce), partner enablement initiatives, and regional partner communications.
• Generate and handle inquiries, manage partner pitches, and on-board new partners.

What You Will Bring to Coupa:

• Bachelor's degree in business or a related field, with a background in channel and partner development, sales and marketing or account management.
• Excellent oral and written communication skills.
• Excellent time management and interpersonal skills.
• Strong relationship/team building and account management skills.
• Leadership qualities that reflect a self-motivated individual with the ability to work as part of a team.
• 5 to 7 years' experience selling enterprise software directly to end customers and/or channel development / strategic alliance experience

¥15,273,000 - ¥17,309,000 a year

OTE range JPY 21,818,000-24,727,333 with a 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.

At Coupa, we are 100% committed to creating and nurturing an environment that supports your physical, mental, and community well-being . We offer a comprehensive suite of benefits designed to help you and your family thrive:

Global Well-being Perks (For All Employees Globally)

• Global Wellness Days: Enjoy two designated, company-wide paid wellness days off each year (typically the first Friday in March and the last Friday in September) so the entire global team can unplug, step away, and recharge together .
• Birthday Time-Off: Celebrate your day! Coupa provides a paid day off on your birthday or another day of your choice within your birthday month .
• Volunteer Time Off (VTO): Giving back is in our DNA. We offer 40 hours of paid VTO annually to support the community initiatives and volunteer programs you are passionate about .
• Employee Assistance Program (EAP): Access free, confidential, 24/7/365 counseling and resources for emotional support, work-life solutions, financial advice, legal guidance, and support for new parents .
• Business Travel Protection: Travel with peace of mind. Zurich Travel Assist provides medical, safety, pre-trip planning, and emergency support during any business travel .
• Referral Bonus Program: Share the Coupa experience! Receive generous monetary referral bonuses when you successfully refer talented friends or acquaintances who are hired into open roles .

Please note: In addition to these global well-being perks, Coupa offers highly competitive, location-specific benefits packages (which include comprehensive medical/dental insurance, retirement/pension plans, and life or accident protection) tailored to your primary work location . Your recruiter will walk you through the specific regional benefits package for this role during the interview process.

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.

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We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Client-provided location(s): Tokyo, Japan

Job ID: Coupa-eaf94b1e-ae23-4828-b5c9-6e53696a3930

Employment Type: OTHER

Posted: 2026-03-13T18:30:28