VP, Partner Sales

Summary

Join Couchbase as the Vice President of Global Partner Sales and lead the expansion of our partner ecosystem. You will be a key strategic partner, overseeing growth through all partners to support customer adoption of Couchbase Enterprise and Capella DBaaS. The ideal candidate is passionate about driving partner growth and engagement, focusing on consumption models, SaaS subscriptions, and CSP marketplaces. You will spearhead the development of strategic partnerships to drive new revenue streams and evolve the partner model. This role requires a strategic thinker with proven experience scaling channel partnerships and leading teams focused on building and nurturing partner relationships. The position can be located anywhere in the US, with a preference for the Bay Area.

Requirements

• 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
• 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
• Strong cross-functional collaboration skills, with experience working closely with sales, marketing, product, and engineering teams

Responsibilities

• 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
• 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
• 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
• 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

Preferred Qualifications

An understanding of open-source business models, databases, and familiarity with software marketplaces is preferred

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 - 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