Couchbaseinc

Couchbaseinc

Director, Cloud Partnerships

San Jose, CA · Director

Sponsorship not specifiedDetected 13 days ago
NoSQLVector DatabasesAWSGCPAzureCloud PlatformsRAGSalesBusiness DevelopmentNegotiationProcurementCollaboration

About the role

  • With Couchbase, organizations bring their data to life, launching game‑changing customer experiences, exploring the limitless potential of AI, and seamlessly extending applications from the cloud to the edge and beyond.
  • Couchbase's AI‑ready technology and enterprise partnership model eliminate complexity and reduce total cost of ownership, enabling teams to stay agile, innovative and secure.
  • Couchbase believes data should never slow you down, but act as the foundation for your next breakthrough.

Responsibilities

  • Drive GTM Strategy Across All Three Clouds: Act as the primary contact and operational point of contact for AWS, Microsoft Azure, and GCP.
  • Develop and execute a comprehensive global alliance business plan for each provider designed to accelerate Couchbase Capella adoption and grow consumption on their clouds.
  • Product Co-Innovation & Integrations: Build relationships with and lead efforts on product innovation and integrations alongside each provider's product and engineering teams, positioning Couchbase Capella data platform and AI Data plane on every cloud.
  • Sales & Marketing Collaboration: Build relationships across each provider's sales and marketing organizations to expand co-sell and collaboration in the field, applying an industry lens to joint account targeting and vertical GTM plays.
  • Marketplace & Program Optimization: Own the commercial strategy for AWS, Azure, and Google Cloud Marketplace listings - growing Marketplace transaction revenue and volume, ensuring friction-free procurement, and leveraging customer cloud commitments (AWS EDP, Microsoft MACC, GCP commit agreements).
  • Maximize Couchbase's participation in each provider's key programs (e.g., AWS ISV Accelerate and Marketplace CPPO, Microsoft ISV Success and Azure IP Co-Sell, Google Cloud Partner Advantage).
  • Player-Coach Team Building: Operate hands-on as an individual contributor while building the function - grow the team over time and hire dedicated alliance leaders to cover each cloud provider individually.
  • Co-Sell Pipeline Generation: Partner with Couchbase Field Sales, Inside Sales, and Marketing to drive cloud-sourced and cloud-accelerated ARR pipeline through each provider's co-sell motion and partner programs - registering and progressing opportunities via AWS ACE, Microsoft Partner Center (Azure IP Co-Sell), and Google Cloud Partner Advantage co-sell.
  • Industry Sales Team Alignment: Work directly with each provider's industry and vertical sales teams to build joint account plans and land partner-sourced revenue.
  • Joint Marketing & Events: Collaborate with Partner Marketing to execute joint marketing plans including demand-generation campaigns, executive sponsorships, and major partner events (e.g., AWS re:Invent, Microsoft Ignite, Google Cloud Next).

Requirements

  • 8+ years of experience in cloud alliances, business development, or partner management within the enterprise SaaS, ISV, or database technology sector.
  • Foundational knowledge of modern cloud data architecture, NoSQL databases, cloud infrastructure, and the emerging GenAI landscape (e.g., Vector Databases, RAG architectures).
  • Strong executive presence with the ability to influence cross-functional teams without direct authority and negotiate complex cloud commercial agreements.

Skills

  • Couchbase, the operational data platform for AI, empowers businesses to succeed by bringing data to life in new ways.
  • Major market-leading companies rely on Couchbase for mission critical operational, analytical, mobile and AI workloads.
  • Visit couchbase.com and follow us on LinkedIn and X.
  • Apply today!

Benefits

  • Generous Time Off Program
  • Wellness Benefits
  • A variety of world class medical plans to choose from, along with dental, vision, life insurance, and employee assistance programs*
  • Retirement program* and Business Travel Insurance
  • Education: Bachelor's degree in Business, Computer Science, or a related field (MBA preferred, but equivalent real-world execution takes precedence).
  • We value diverse educational and career backgrounds.
  • Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between.

Company info

  • At Couchbase, we believe innovation thrives when diverse perspectives are at the table.

Visa & Work Authorization

  • Executive Partner Relationships: Build out executive relationships within each provider's partner organization — spanning co-sell, partner programs, and marketplace teams — to secure sponsorship, funding, and preferred-partner positioning
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This listing is sourced directly from Couchbaseinc's careers page and normalized into a canonical job model.