Couchbase Partner Opportunity:

At Couchbase, we attack hard problems, driven by customer outcomes. In Partner Sales, we are responsible for driving growth with the Cloud Service Providers (CSPs), Independent Software Vendors (ISVs), and Regional and Global System integrators (GSIs) to accelerate customer acquisition, retention and expansion.

We’ve been working successfully with partners for some time, and we are hyper-focused on scaling our engagement with partners to drive ISV and digital native based solutions to support customer adoption of Capella DBaaS.

The ideal candidate will be passionate about driving partner growth and engagement, with a focus on consumption models, SaaS subscription, and marketplaces. You will spearhead the development of strategic ISV and digital native partnerships to drive new revenue streams. This role requires a strategic thinker with a proven ability to work with large ISVs, digital natives and GSIs.

The Role:

Couchbase is looking for an ISV Business Development Manager to join our EMEA team. In this EMEA role, you will be identifying, recruiting, and managing ISV and digital native partners who are developing and selling Industry Solutions. The focus will be on expansion of existing strategic partnerships and acquisition of selected new partnerships.

Your partner and sales background will allow you to work closely with the Couchbase field teams (Sales, Field Engineering, Partner Sales, etc.). You approach business, product, and technical challenges strategically and have a strong ability to build and communicate compelling value propositions.

'Powered by Couchbase', your goal is to help ISVs and digital natives realise new opportunities using your experience with driving complex campaigns and partner sales. You have strong technical acumen, along with working knowledge of the enterprise ISV and digital native technology landscape. Your most recent experience may have entailed selling databases, big data technologies or middleware along with familiarity with Open Source and SaaS subscription models.

If you are passionate about building an ISV business and making partners successful and have had experience of selling large, strategic deals to ISVs, digital natives and GSIs in a similar technology market, we want to hear from you!

EMEA Responsibilities:

• Adapting and executing the global ISV business plan in EMEA to support Sales in retaining and growing our ISV and digital native centric business.
• Owning the ISV EMEA Territory Plan.
• Develop and manage relationships in key ISVs and digital natives..
• Working with marketing on regional messaging to target selected market segments and key ISVs and digital natives.
• Helping sales teams to develop and execute account level strategies to win business in new ISV and appropriate digital native partners, and to grow the use of our platform and technologies within our existing ones.
• Agree plans with appropriate ISVs and digital natives to support GTM activities for mutual pipeline growth.
• Work with cross functional teams to ensure ISVs and digital natives integrate Couchbase into their products in the most optimal technical and commercial manner.
• Assisting ISV Global Director and Partner Marketing to build value propositions, content and tune demand generation strategies to drive ISV and digital native growth.
• Support execution of the enablement strategy to help sales teams to become more proficient in finding, closing and developing ISV and appropriate digital native partners.

Desired Capabilities:

• 10+ years of ISV business development, partner management or OEM/GSI sales experience in an EMEA role. Prior direct sales experience is a plus.
• Demonstrable ability in driving sustainable revenue growth in an ISV business for a software company and of closing large new wins.
• Experience with database, big data, middleware, and familiarity with Open Source and SaaS subscription & consumption software models.
• Strong organisational skills and ability to prioritise to meet core objectives.
• Excellent presentation, verbal, and written communication skills with an ability to think strategically, be creative, develop tactics and execute.
• Experience of engaging senior executives at ISVs/GSIs at a product and technical level to develop long term relationships.
• Experience of MEDDIC or similar sales methodologies.
• Hands-on experience of AI applications and Agents.
• 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.
• Demonstrated ability to meet and exceed revenue targets through partner-driven sales.