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We are seeking a dynamic, strategic, and results-driven Director, Cloud Partnerships to lead our global hyperscaler alliance strategy. In this high-impact role, you will own the end-to-end relationship, go-to-market (GTM) execution, and revenue generation with our Cloud Service Providers (CSPs) , Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). You will build out each partnership to grow consumption on their clouds, Marketplace transaction revenue and volume, co-sell execution, and co-innovation with their product teams. This is a player-coach role: you will drive strategy and execution hands-on while growing the team, eventually hiring dedicated alliance leaders to cover each cloud provider individually.
Reporting to the VP of Strategic Partnerships, you will be the driving force behind aligning Couchbase Capella with the cloud ecosystems to accelerate co-sell motions, maximize cloud marketplace adoption, and achieve mutual ARR growth.
Key Responsibilities
Strategic Alliance Ownership (AWS, Microsoft Azure & GCP)
- 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.
- 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.
- 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, Programs & Team Growth
- 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.
Revenue, Pipeline & GTM Execution
- 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. Educate and equip Couchbase regional sales teams on how to effectively "win together" with AWS, Azure, and GCP field reps and how to leverage each provider’s co-sell incentives and funding programs.
- 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).
Candidate "DNA" (The Requirements)
- Experience: 8+ years of experience in cloud alliances, business development, or partner management within the enterprise SaaS, ISV, or database technology sector.
- CSP/Hyperscaler Expertise: Deep, verified track record navigating Cloud Solution Provider ecosystems, AWS, Microsoft Azure, and GCP including their partner organizations, co-sell programs, and marketplaces.
- Proven ARR Results: A history of successfully building programs and scaling cloud marketplace co-sell motions that delivered measurable multi-million-dollar ARR impact.
- Domain Literacy: Foundational knowledge of modern cloud data architecture, NoSQL databases, cloud infrastructure, and the emerging GenAI landscape (e.g., Vector Databases, RAG architectures).
- Influence & Negotiation: Strong executive presence with the ability to influence cross-functional teams without direct authority and negotiate complex cloud commercial agreements.
- Bridge Builder: Proven ability to build bridges between executives across sales, marketing, product, engineering, and partner teams — both inside Couchbase and within each cloud provider — to align priorities and drive joint outcomes.
- Education: Bachelor’s degree in Business, Computer Science, or a related field (MBA preferred, but equivalent real-world execution takes precedence).
At Couchbase, we believe innovation thrives when diverse perspectives are at the table. We actively encourage applications from individuals of all backgrounds—including women, people of color, LGTBQIA+ professionals, veterans, and individuals with disabilities. If you see a role that excites you, but don’t meet every qualification, we still encourage you to apply.
Studies show underrepresented talent is less likely to apply unless they meet all the criteria. We encourage you to apply if you’re excited about the role and can bring strong contributions to our team.
If you require reasonable accommodations during the recruitment process, please let your recruiter know—we’re happy to support you.
We value diverse educational and career backgrounds. If your experience aligns with the role’s goals—even if it doesn’t follow a traditional path—we’d love to hear from you.
Why Couchbase?
Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase’s mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers– all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. See our recent awards to learn why Couchbase is a great place to work.We are honored to be a part of the Best Places to Work Award for
the Bay Area and
the UK. Couchbase offers a total rewards approach to benefits that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include:
- Generous Time Off Program - Flexibility to care for you and your family
- Wellness Benefits - A variety of world class medical plans to choose from, along with dental, vision, life insurance, and employee assistance programs*
- Financial Planning - Retirement program* and Business Travel Insurance
- Career Growth - Be valued, Create value approach
- Fun Perks - An ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees.
- And much more!
*Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.
Disclaimer:
Couchbase is committed to being an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Join an impact initiative group and experience the amazing feeling of Couchbase can-do culture.
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