Director, Cloud Partnerships
Couchbase · San Jose, CA · 6 days ago
Business DevelopmentFull-time
Key Responsibilities
- Strategic Alliance Ownership (AWS, Microsoft Azure & GCP)
- Drive GTM Strategy Across All Three Clouds
- Build out executive relationships within each provider’s partner organization
- Build relationships with and lead efforts on product innovation and integrations
- Build relationships across each provider’s sales and marketing organizations
- Marketplace, Programs & Team Growth
- Own the commercial strategy for AWS, Azure, and Google Cloud Marketplace listings
- Maximize Couchbase’s participation in each provider’s key programs
- Operate hands-on as an individual contributor while building the function
- Revenue, Pipeline & GTM Execution
- Partner with Couchbase Field Sales, Inside Sales, and Marketing to drive cloud-sourced and cloud-accelerated ARR pipeline
- Work directly with each provider’s industry and vertical sales teams
- Collaborate with Partner Marketing to execute joint marketing plans
Candidate "DNA" (The Requirements)
- Experience: 8+ years of experience in cloud alliances, business development, or partner management
- CSP/Hyperscaler Expertise: Deep, verified track record navigating Cloud Solution Provider ecosystems
- Proven ARR Results: History of successfully building programs and scaling cloud marketplace co-sell motions
- Domain Literacy: Foundational knowledge of modern cloud data architecture, NoSQL databases, cloud infrastructure, and the emerging GenAI landscape
- Influence & Negotiation: Strong executive presence with the ability to influence cross-functional teams
- Bridge Builder: Proven ability to build bridges between executives across sales, marketing, product, engineering, and partner teams
- Education: Bachelor’s degree in Business, Computer Science, or a related field (MBA preferred, but equivalent real-world execution takes precedence)