Every day we tackle new and exciting challenges to empower developers to build modern cloud, mobile, and edge applications that deliver a premium user experience. Couchbase delivers unmatched performance, scalability, flexibility and financial value across cloud, on premises, hybrid, mobile and edge deployments. The database market is undergoing a generational shift and is one of the largest market opportunities in enterprise software due to big trends like the need for digital transformation, acceleration to the cloud and innovation at the edge. Join Couchbase to be a part of a greater change. Here you’ll have the opportunity to learn and grow with some of the most innovative, passionate and humble individuals in the database industry.
The Opportunity
As the Vice President of Global Partner Sales, you will lead all aspects of the organization while driving expansion of our partner ecosystem. The VP of Partner Sales will be a key strategic partner within our organization, responsible for overseeing the growth through all partners to support customer adoption of Couchbase Enterprise and Capella DBaaS.
The ideal candidate will be passionate about driving partner growth and engagement, with a focus on consumption models, SaaS subscription, and CSP marketplaces. You will spearhead the development of strategic partnerships to drive new revenue streams, while also overseeing and evolving the partner model within the company. This role requires a strategic thinker with a proven ability to scale channel partnerships, coupled with deep experience in leading teams that focus on building and nurturing partner relationships.
The Team
This role can be located anywhere in the US, with a preference for the Bay Area. Our Global Partner Sales organization is made up of 24 team members globally, distributed across the Americas, EMEA, and APAC.
The Role
Sales Leadership & Strategy:
- Define the global partner strategy for Couchbase and augment with specific regional plans to achieve aggressive growth targets for partner-sourced revenue.
- Lead, mentor, and manage the Global Partner Sales team to align with the Couchbase sales motion.
- Collaborate with internal teams, including sales, marketing, product, and engineering, to ensure alignment on go-to-market strategies, so that the channel partners are fully enabled and engaged.
Partner Ecosystem Development:
- Drive the acquisition and development of new Regional & Global Systems Integrator partners, with a focus on our Ideal Partner Profile (IPP).
- Foster strong relationships with key partners to identify co-selling and co-marketing opportunities.
- Lead the strategic evolution of the company’s partner model to keep up with industry changes, new technologies, and the competitive landscape.
Revenue Growth & Metrics:
- Implement reporting tools and dashboards to track the performance of the channel sales team and measure partner-driven revenue, partner engagement, and other key metrics.
- Stay current with market trends, competitor activities, and emerging technologies in the database infrastructure space, especially with respect to open source and cloud service provider ecosystems.
What you’ll need (Capabilities)
Lead The Business:
- 15+ years of experience in channel sales or partner management, with at least 5 years in a senior leadership role.
- Proven experience working with CSPs (AWS, Google Cloud, Azure) and SaaS-based go-to-market models.
- Leadership of other GTM & commercial orgs in sales & revenue operations
- Extensive experience developing, acquiring, and managing channel partners in the technology sector, particularly in infrastructure or database solutions.
- Experience with Regional and Global Systems Integrators and ISVs.
- An understanding of open-source business models, databases, and familiarity with software marketplaces is preferred.
Lead Yourself:
- Demonstrate our company values, in particular an appetite for making tomorrow better than today, attacking hard problems, and leading with high levels of integrity and professionalism
- Ability to think strategically and develop long-term plans for growth, with a focus on innovation and adaptability.
- Ability to apply progressive practices with meeting key operational standards
- Demonstrated ability to meet and exceed revenue targets through partner-driven sales.
Lead The Team:
- Attract, hire, develop, and lead a world-class team of Business Development professionals, driving them to achieve excellence while fostering an inclusive, collaborative, and innovative work environment
- Strong cross-functional collaboration skills, with experience working closely with sales, marketing, product, and engineering teams.
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 - RSU equity program*, ESPP program*, 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.
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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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What We Do
Unlike other NoSQL databases, Couchbase provides an enterprise-class, multicloud to edge database that offers the robust capabilities required for business-critical applications on a highly scalable and available platform. Couchbase is built on open standards, combining the best of NoSQL with the power and familiarity of SQL, to simplify the transition from mainframe and relational databases.
