Director, Cloud Partnerships (San Jose)

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. Built to replace legacy infrastructure and fragmented data services, Couchbase empowers enterprises with a unified platform architected for performance, flexibility and global scale.

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. Discover why Couchbase is trusted to help the world’s biggest players scale, move fast and stay resilient, no matter what’s next on their roadmap.

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).

Qualifications

• 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).

Benefits

• 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.

Equal Opportunity Employer

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. We actively encourage applications from individuals of all backgrounds—including women, people of color, LGBTQIA+ professionals, veterans, and individuals with disabilities. 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.