Sr Partner Success Manager - 11656

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.