Vice President of Partner Sales, Couchbase
+ RSU equity program + ESPP program
More information about location
Enterprise-class, multicloud to edge NoSQL database
Be an early applicant
Enterprise-class, multicloud to edge NoSQL database
501-1000 employees
Be an early applicant
+ RSU equity program + ESPP program
More information about location
501-1000 employees
Company mission
To simplify how organizations develop, deploy, and run modern applications wherever they are.
Role
Who you are
- The ideal candidate will be passionate about driving partner growth and engagement, with a focus on consumption models, SaaS subscription, and CSP marketplaces
- 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
- 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
- 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
- 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
What the job involves
- 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
- You will spearhead the development of strategic partnerships to drive new revenue streams, while also overseeing and evolving the partner model within the company
- 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
Our take
Critical functions for digital businesses such as computing and storage have become cheaper by orders of magnitude with the advent of cloud computing. However, these businesses still face the challenge of architecting their services under this paradigm. Couchbase’s NoSQL database makes taking advantage of these features possible.
The cloud vendor's major bets on Kubernetes, mobile, and of course, NoSQL have paid off. Many of the world’s largest companies have come to consider this software as mission-critical and Couchbase has benefitted from this as exemplified by its IPO in 2021.
The biggest challenge for Couchbase is that it is playing in a large but competitive market, with the likes of DataStax and the publically traded MongoDB, and all the major cloud vendors vying for similar customers in the NoSQL space. However, Couchbase continues to grow post-IPO and serves influential clients including Mariott International, Amadeus, and LinkedIn.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
May 2020
$105m
SERIES G
Mar 2016
$30m
SERIES F
Total funding: $251m
Company 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
- And much more!
Company values
- Be a Good Human, Always - Be authentic, assume and act with positive intent, even in tough times
- Act With Uncompromising Integrity, Period - Do the right thing every time, be honest and transparent
- Serve Your Family, As Defined by You - Put your family first and let the company work for you in times of need
- Attack Hard Problems, Driven by Customer Outcomes - Be courageous and innovative. Satisfy unmet, underserved needs delivering technical excellence and honesty
- Play to Win, Together - Put in work, be proud of it and be a great teammate for your colleagues
- Make Tomorrow Better Than Today, Start Now - Execute with intensity and urgency, knowing you have an impact
Company HQ
Santa Clara, CA
Articles
Leadership
Matt Cain
(Chair, President & CEO)Previously spent 2 years at Veritas Technologies, initially as Executive Vice President before becoming President of Worldwide Field Operations. Prior to that, they were VP/Senior VP at Symantec and also spent 6 years at Cisco Systems in various roles, including Senior Director of Product Management and Business Development.
Salary benchmarks
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