Principle, EMEA ISV/GSI Partner

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 realize 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 organizational skills and ability to prioritize 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.

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