Director, Cloud Partnerships

Couchbase
United States
Workplace: RemoteFull timeFunction: Business Development & PartnershipsExperience: 8+ yearsEducation: bachelorsSkills: ["Strategic planning","Executive influence","Negotiation","Cross-functional leadership","Partnership building"]

Lead Couchbase’s global hyperscaler alliance strategy across AWS, Microsoft Azure, and Google Cloud. Own end-to-end partner relationships, GTM planning, and revenue generation, including Marketplace transaction growth, co-sell execution, and co-innovation with cloud product teams. You’ll drive pipeline and joint marketing motions with partner programs and incentives, operate as a hands-on player-coach, and build the team by hiring dedicated alliance leaders for each cloud provider.

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FursaFursa
Couchbase
Couchbase
1 month ago

Director, Cloud Partnerships

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Job Summary

Lead Couchbase’s global hyperscaler alliance strategy across AWS, Microsoft Azure, and Google Cloud. Own end-to-end partner relationships, GTM planning, and revenue generation, including Marketplace transaction growth, co-sell execution, and co-innovation with cloud product teams. You’ll drive pipeline and joint marketing motions with partner programs and incentives, operate as a hands-on player-coach, and build the team by hiring dedicated alliance leaders for each cloud provider.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Own GTM strategy and execute global alliance business plans across AWS, Azure, and GCP to accelerate Capella adoption and consumption.
  • •Build and manage executive partner relationships across co-sell, partner programs, and marketplace teams to secure sponsorship, funding, and preferred-partner positioning.
  • •Lead product co-innovation and integrations with provider product and engineering teams to position Couchbase Capella and its AI Data plane on each cloud.
  • •Drive Marketplace and program optimization, including commercial strategy for cloud marketplace listings and scaling transaction revenue and volume.
  • •Generate co-sell pipeline and align joint accounts and joint marketing/events, operating as a player-coach while building the alliance function over time.

Pay and Benefits

Perks:Paid LeaveHealth InsuranceDentalVisionLife InsuranceEmployee AssistanceRetirementTravel AllowanceMeal Allowance

Key Requirements

  • •8+ years in cloud alliances, business development, or partner management in enterprise SaaS, ISV, or database technology.
  • •Deep experience navigating CSP/hyperscaler partner organizations, co-sell programs, and cloud marketplaces for AWS, Azure, and GCP.
  • •Proven ability to build programs and scale cloud marketplace co-sell motions delivering measurable multi-million-dollar ARR impact.
  • •Foundational knowledge of modern cloud data architecture, NoSQL databases, cloud infrastructure, and GenAI concepts such as vector databases and RAG architectures.
  • •Strong executive presence with the ability to influence cross-functional teams and negotiate complex cloud commercial agreements.
Experience:8+ yearsEnterprise SaaSISVDatabase technologyCloud alliancesCloud marketplacesGenAINoSQLVector databasesRAG
Education:Bachelor's in Business, Computer Science, or related field
Skills:Strategic planningExecutive influenceNegotiationCross-functional leadershipPartnership building
Tech Stack:Amazon Web Services (AWS)Microsoft AzureGoogle Cloud Platform (GCP)AWS EDPMicrosoft MACCAWS ACEMicrosoft Partner CenterAzure IP Co-SellGoogle Cloud Partner AdvantageAWS ISV AccelerateMarketplace CPPOMicrosoft ISV SuccessCouchbase CapellaVector DatabasesRAG

Company Brief

Couchbase
Develops a distributed NoSQL database platform that enables enterprises to build, deploy, and manage modern applications with high performance, scalability, and flexible data models across cloud and on-premises environments.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 100M to 250M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Santa Clara, United States
Founded: 2011
WebsiteLinkedIn