Director, Cloud Alliances and Partnerships

Location: Campbell
Posted on: June 23, 2025

Job Description:

As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers developers and enterprises to build and scale applications with unmatched flexibility, performance, and cost-efficiency—from cloud to edge. Trusted by over 30% of the Fortune 100, Couchbase is unlocking innovation, accelerating AI transformation, and redefining customer experiences. Come join our mission. 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 o Define and execute global partnership strategies with hyperscalers (AWS, Azure, GCP) and key cloud-native ecosystem partners. o Identify and prioritize new alliance opportunities that align with the company’s cloud product roadmap and global GTM strategy. • Relationship Management o Serve as the executive sponsor and point of contact for key cloud partners. o Build long-term, C-level relationships to align business objectives, influence joint planning, and unlock growth opportunities. • Go-to-Market Leadership o Drive joint GTM initiatives, including solution integration, marketplace listings, co-selling, and field enablement. o Partner with marketing and sales to launch cloud-native solutions and joint campaigns globally. • Revenue Growth and Metrics o Own revenue goals influenced through cloud partnerships. o Track pipeline contribution, joint wins, and partner-influenced revenue to measure success. • Cross-Functional Leadership o Collaborate with product, engineering, legal, finance, and sales leadership to deliver scalable and mutually beneficial partnerships. o Champion the voice of partners internally to shape product roadmap and service delivery. • Market Intelligence o 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. The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, equity, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. Base Pay Range $200,430 - $235,800 USD 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!

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