Director, Cloud Partnerships

We are seeking a dynamic, strategic, and results-driven Director, Cloud Partnerships to lead our global hyperscaler alliance strategy. In this high-impact role, you will own the end-to-end relationship, go-to-market (GTM) execution, and revenue generation with our Cloud Service Providers (CSPs), Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). You will build out each partnership to grow consumption on their clouds, Marketplace transaction revenue and volume, co-sell execution, and co-innovation with their product teams. This is a player-coach role: you will drive strategy and execution hands-on while growing the team, eventually hiring dedicated alliance leaders to cover each cloud provider individually. Reporting to the VP of Strategic Partnerships, you will be the driving force behind aligning Couchbase Capella with the cloud ecosystems to accelerate co-sell motions, maximize cloud marketplace adoption, and achieve mutual ARR growth.

Responsibilities

Drive GTM strategy across AWS, Microsoft Azure, and GCP; Act as primary operational point of contact for CSPs; Develop and execute comprehensive global alliance business plan for each provider; Build executive relationships within each provider’s partner organization to secure sponsorship, funding, and preferred-partner positioning; Lead product co-innovation and integrations alongside each provider’s product and engineering teams; Build relationships across provider sales and marketing organizations to expand co-sell and field collaboration; Own commercial strategy for AWS, Azure, and Google Cloud Marketplace listings, growing Marketplace transaction revenue and volume; Maximize participation in provider programs (AWS ISV Accelerate and Marketplace CPPO, Microsoft ISV Success and Azure IP Co-Sell, Google Cloud Partner Advantage); Operate hands-on as an individual contributor while building the function and hiring dedicated alliance leaders; Partner with Couchbase Field Sales, Inside Sales, and Marketing to drive cloud-sourced and cloud-accelerated ARR pipeline; Work with provider industry and vertical sales teams to build joint account plans and land partner-sourced revenue; Collaborate with Partner Marketing to execute joint marketing plans and major partner events

Requirements

8+ years of experience in cloud alliances, business development, or partner management within the enterprise SaaS, ISV, or database technology sector; Deep, verified track record navigating Cloud Solution Provider ecosystems, AWS, Microsoft Azure, and GCP including their partner organizations, co-sell programs, and marketplaces; History of successfully building programs and scaling cloud marketplace co-sell motions that delivered measurable multi-million-dollar ARR impact; Foundational knowledge of modern cloud data architecture, NoSQL databases, cloud infrastructure, and the emerging GenAI landscape (e.g., Vector Databases, RAG architectures); Strong executive presence with the ability to influence cross-functional teams without direct authority and negotiate complex cloud commercial agreements; Proven ability to build bridges between executives across sales, marketing, product, engineering, and partner teams; Bachelor’s degree in Business, Computer Science, or a related field

Nice to have

MBA (preferred)

Benefits

Generous Time Off Program; Flexibility to care for you and your family; Wellness Benefits including medical, dental, vision, life insurance, and employee assistance programs; Financial Planning including Retirement program and Business Travel Insurance; Career Growth - Be valued, Create value approach; Fun Perks including ergonomic and comfortable in-office/WFH setup, Food & Snacks for in-office employees