Couchbase Principle EMEA ISV/GSI Partner 

United Kingdom 

364212650

● 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.