Every day we tackle new and exciting challenges to empower developers to build modern cloud, mobile, and edge applications that deliver a premium user experience. Couchbase delivers unmatched performance, scalability, flexibility and financial value across cloud, on premises, hybrid, mobile and edge deployments. The database market is undergoing a generational shift and is one of the largest market opportunities in enterprise software due to big trends like the need for digital transformation, acceleration to the cloud and innovation at the edge. Join Couchbase to be a part of a greater change. Here you’ll have the opportunity to learn and grow with some of the most innovative, passionate and humble individuals in the database industry.

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 the partners to drive Industry 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 Industry Solutions partnerships to drive new revenue streams. This role requires a strategic thinker with a proven ability to work with large ISVs and GSIs.

The Role:
Couchbase is looking for an Industry Solutions (ISV/GSI) Business Development Manager to join our EMEA team. In this EMEA role, you will be identifying, recruiting, and managing ISV and GSI 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 think strategically about business, product, and technical challenges as well as have the ability to build and convey compelling value propositions. 'Powered by Couchbase', your goal is to help ISVs and GSIs 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, GSI and 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 Industry Solutions business and making partners successful and have had experience of selling large, strategic deals to ISVs and GSIs in a similar technology market, we want to hear from you!

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

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! *Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.   Learn more about Couchbase:
News and Press Releases
Couchbase Capella
Couchbase Blog
Investors   Disclaimer: Couchbase is committed to being an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Join an impact initiative group and experience the amazing feeling of Couchbase can-do culture.   By using this website and submitting your information, you acknowledge our Candidate Privacy Notice and understand your personal information may be processed in accordance with our Candidate Privacy Notice following guidelines in your country of application.