Senior Partner Operations

Core Responsibilities

• Own the definitions of partner “sourced” vs. “influenced” revenue and the rules of engagement; maintain a documented, version-controlled methodology approved with Revenue Operations and Finance.
• Ensure attribution is applied consistently across every reporting layer so PDM, CRO, CEO, and CFO views reconcile to the same source.
• Govern partner data hygiene in SFDC: partner account / contact mapping, de-duplication, partner-type tagging, and field completeness on partner-influenced opportunities.
• Maintain a single source of truth across SFDC, PipelineIQ, Clazar, PRM, and BI.
• Global: Partner-sourced and partner-influenced revenue by partner persona (GSI/SI, VAR, OEM, CSP).
• PDM-level: Sourced and influenced revenue for the territories each PDM supports, delivered as self-serve dashboards.
• ELT / QBR: Executive views for QBRs — a CRO / Chief Commercial Officer view and a CEO & CFO view — trended against plan with consistent definitions.
• Partner-funnel analytics: Pipeline coverage ratios, conversion / velocity / win-rate by partner type, and whitespace vs. territory coverage.
• Track deal-registration submissions from GSI/SIs and VARs on the Couchbase website — globally and at geo / theatre level.
• Map deal-registration percentages against overall partner deals in SFDC.
• Manage approval turnaround, registration-to-opportunity linkage, and duplicate / conflict handling; interface with Deal Desk on partner discounting tied to approved registrations.
• Track co-sell submissions from CSPs to Couchbase and from Couchbase to CSPs (AWS, Google Cloud, Microsoft Azure).
• Track the percentage of co-sell submissions approved — by CSP and by Couchbase.
• Track which geos have the most co-sell registrations, broken down by CSP.
• Track overall cloud-marketplace revenue / billed dollars by each CSP; establish an FY26 baseline and FY27-YTD view for both deals and revenue.
• Marketplace operations depth: Private offers / CPPO, consumption drawdown against committed cloud spend (MACC / EDP), listing management, and marketplace deal-desk support in Clazar.
• Plan-to-Goal and Gap-to-Goal reporting for the partner organization.
• Support quota setting and comp-plan design aligned to company objectives.
• Prepare metrics for partner-facing QBRs, tracking usage against funding programs (heavily weighted to CSP funding, with other programs included).
• Cadence ownership: Maintain the weekly / monthly / quarterly reporting calendar and provide forecast inputs for partner-sourced pipeline.
• Measure program efficacy and operationalize the partner program end to end.
• Co-marketing efficacy: Track results of ABM campaigns, webinars, thought-leadership articles / blogs, technical white papers, reference architectures, and hands-on labs.
• Partner enablement: Track who is using which enablement assets, and which training and collateral are used most.
• Funding & incentives: Operate the funding and SPIFF programs run by Couchbase.
• MDF / co-op fund operations — budget allocation, accruals, claim processing, and ROI measurement.
• Program operations: Operationalize the program — partners by tier, tracking of who has signed the MPA and addenda (Reseller, Referral), and tier compliance / benefits.
• Partner onboarding: Portal provisioning, agreement / addendum workflow, and time-to-activation tracking for new partners.
• Partner analytics, scorecards & forecasting: Forward-looking, insight layer that peer companies invest in most heavily.
• Segmentation & tiering analytics: Data to support partner segmentation, tier movement, and where to invest across the ecosystem.
• Forecasting: Partner-sourced pipeline forecasting and coverage-to-quota analysis feeding the company forecast.
• Predictive / AI insights: Partner propensity and next-best-partner signals to guide PDM focus — a natural fit for a data and AI company.
• Data integration & automation: Own the data flow that stitches SFDC, PipelineIQ, Clazar, PRM, and BI into a single reporting layer, reducing manual reconciliation.
• Marketplace compliance: Coordinate with Finance on marketplace revenue recognition, billed-vs-consumed reconciliation, and tax / reporting nuances by CSP.
• Program compliance & audit: Ensure deal-reg, MDF claims, and tier benefits are auditable and align to signed agreements.

Qualifications

• Bachelor's degree in Business Administration, Computer Science, Information Systems, or related field.
• Minimum of 5 years of experience in partner operations, sales operations, or similar roles.
• Experience with Salesforce, PipelineIQ, Clazar, PRM, and BI tools.
• Strong understanding of partner data governance and data hygiene practices.
• Excellent analytical and problem-solving skills.
• Ability to manage multiple projects simultaneously and prioritize tasks effectively.
• Strong communication and presentation skills.
• Experience with data visualization tools and dashboards.
• Knowledge of financial modeling and forecasting.
• Experience with CRM systems and partner relationship management.

Skills

• Proficiency in Salesforce, PipelineIQ, Clazar, PRM, and BI tools.
• Strong analytical and problem-solving skills.
• Excellent communication and presentation skills.
• Experience with data visualization tools and dashboards.
• Knowledge of financial modeling and forecasting.
• Experience with CRM systems and partner relationship management.

Benefits

At Couchbase, we offer a comprehensive benefits package designed to support your well-being and growth. This includes:

• A generous time-off program with flexibility to care for you and your family.
• A variety of wellness benefits, including medical, dental, vision, life insurance, and employee assistance programs.
• A retirement program to help you save for your future.
• Business travel insurance to support your professional travels.
• Fun perks, including an ergonomic and comfortable in-office / WFH setup, food & snacks for in-office employees, and more.

Note: Some programs may not be applicable to all countries. Please discuss with a Couchbase recruiter to learn more.