Dir, Cloud Alliances and Partnerships

Couchbase is looking for a Director, Cloud Partnerships & Alliances reporting to the VP Partners Sales. You will Create Value and your impact will Be Valued. We are on a journey to impact the future of our customers and help us Make Tomorrow Better Than Today, Start Now. 

This position is  located in (Flexible across US but Seattle or Bay-Area preferred)  with global travel as required. 

We are seeking a dynamic and experienced Director, Cloud Partnerships & Alliances  to lead our global cloud partnership and alliance strategy. This leader will be responsible for developing, managing, and expanding strategic relationships with global cloud providers (AWS, Azure, Google Cloud), key ISVs, and technology ecosystem partners. The ideal candidate brings a deep understanding of cloud ecosystems, partner co-sell motions, joint GTM strategies, and enterprise SaaS or database technologies.

This is a high-impact, highly visible role that drives revenue growth, enhances product integration, and accelerates go-to-market execution through effective alliance and partner collaboration.

Key Responsibilities:

• Strategic Partnership Development
  
  
• Define and execute global partnership strategies with hyperscalers (AWS, Azure, GCP) and key cloud-native ecosystem partners.
  
  
• Identify and prioritize new alliance opportunities that align with the company’s cloud product roadmap and global GTM strategy.
  
  
• Relationship Management
  
  
• Serve as the executive sponsor and point of contact for key cloud partners.
  
  
• Build long-term, C-level relationships to align business objectives, influence joint planning, and unlock growth opportunities.
  
  
• Go-to-Market Leadership
  
  
• Drive joint GTM initiatives, including solution integration, marketplace listings, co-selling, and field enablement.
  
  
• Partner with marketing and sales to launch cloud-native solutions and joint campaigns globally.
  
  
• Revenue Growth and Metrics
  
  
• Own revenue goals influenced through cloud partnerships.
  
  
• Track pipeline contribution, joint wins, and partner-influenced revenue to measure success.
  
  
• Cross-Functional Leadership
  
  
• Collaborate with product, engineering, legal, finance, and sales leadership to deliver scalable and mutually beneficial partnerships.
  
  
• Champion the voice of partners internally to shape product roadmap and service delivery.
  
  
• Market Intelligence
  
  
• Stay ahead of cloud industry trends, competitive moves, and technology shifts to inform partnership strategy.
  
  

Required Qualifications:

• 10+ years of experience in strategic alliances, business development, or cloud partnerships at a global technology company.
  
  
• Deep understanding of partnering with cloud platforms (AWS, Azure, GCP) and enterprise SaaS or PaaS solutions, preferably in database or infrastructure space.
  
  
• Demonstrated success in building and managing large-scale global partnerships that drive measurable business outcomes.
  
  
• Strong executive presence with experience engaging VP and C-level stakeholders internally and externally.
  
  
• Track record of developing and executing partner GTM strategies with tangible revenue results.
  
  
• Excellent negotiation, communication, and cross-functional leadership skills.
  
  
• Bachelor’s degree in Business, Engineering, or related field
  
  

Preferred Experience:

• Familiarity with cloud marketplaces, co-sell motions, and ecosystem integrations.
  
  
• Understanding of open-source business models or hybrid cloud architectures is a plus.