Partner Operations is the analytical and operational backbone of Couchbase's global partner organization. This senior individual contributor owns the data, systems, reporting, and rhythm of business that make partner-sourced and partner-influenced revenue visible, trusted, and actionable - from PDM-level territory execution up to the CRO, CEO, and CFO views used in ELT QBRs.

Beyond producing reports, the role defines and defends the methodology and data governance beneath the numbers, so partner metrics are consistent and defensible at the executive level. The role spans reporting and dashboards, deal registration, CSP co-sell and cloud marketplace operations, rhythm of business, partner programs, and partner analytics - benchmarked against the partner-operations functions at data and cloud peers such as MongoDB, Databricks, and Snowflake.

1. Scope & Operating Model

• Remit: Global, with geo / theatre depth (AMER, EMEA, APJ) and PDM-level territory views.
• Partner personas: GSI / SI, VAR, OEM, and CSP (AWS, Google Cloud, Microsoft Azure); ISV where applicable.
• Core systems: Salesforce (SFDC), PipelineIQ, Clazar (cloud marketplace & co-sell), Partner Portal / PRM, and the BI / dashboard layer.
• Stakeholders served: PDMs, partner leadership, Revenue / Sales Operations, Finance, Marketing Operations, and the Executive Leadership Team.
• Operating principle: One agreed set of partner definitions and one source of truth, so every view - from PDM to CFO - reconciles.

1. Core Responsibilities

3.1 Attribution Methodology & Partner Data Governance

• Own the definitions of partner "sourced" vs. "influenced" revenue and the rules of engagement; maintain a documented, version-controlled methodology approved with Revenue Operations and Finance.
• Ensure attribution is applied consistently across every reporting layer so PDM, CRO, CEO, and CFO views reconcile to the same source.
• Govern partner data hygiene in SFDC: partner account / contact mapping, de-duplication, partner-type tagging, and field completeness on partner-influenced opportunities.
• Maintain a single source of truth across SFDC, PipelineIQ, Clazar, PRM, and BI.

3.2 Reporting & Dashboards (Salesforce + PipelineIQ)

• Global: Partner-sourced and partner-influenced revenue by partner persona (GSI/SI, VAR, OEM, CSP).
• PDM-level: Sourced and influenced revenue for the territories each PDM supports, delivered as self-serve dashboards.
• ELT / QBR: Executive views for QBRs - a CRO / Chief Commercial Officer view and a CEO & CFO view - trended against plan with consistent definitions.
• Partner-funnel analytics: Pipeline coverage ratios, conversion / velocity / win-rate by partner type, and whitespace vs. territory coverage.

3.3 Deal Registration Operations (GSI/SI, VAR, OEM)

• Track deal-registration submissions from GSI/SIs and VARs on the Couchbase website - globally and at geo / theatre level.
• Produce a quarterly heatmap and Top 10 list of partners sourcing the most deals, broken down by GSI/SI, VAR, and OEM.
• Map deal-registration percentages against overall partner deals in SFDC.
• Workflow & SLA: Manage approval turnaround, registration-to-opportunity linkage, and duplicate / conflict handling; interface with Deal Desk on partner discounting tied to approved registrations.

3.4 CSP Co-Sell & Cloud Marketplace Operations (via Clazar)

• Track co-sell submissions from CSPs to Couchbase and from Couchbase to CSPs (AWS, Google Cloud, Microsoft Azure).
• Track the percentage of co-sell submissions approved - by CSP and by Couchbase.
• Track which geos have the most co-sell registrations, broken down by CSP.
• Track overall cloud-marketplace revenue / billed dollars by each CSP; establish an FY26 baseline and FY27-YTD view for both deals and revenue.
• Marketplace operations depth: Private offers / CPPO, consumption drawdown against committed cloud spend (MACC / EDP), listing management, and marketplace deal-desk support in Clazar.

3.5 Rhythm of the Business

• Plan-to-Goal and Gap-to-Goal reporting for the partner organization.
• Support quota setting and comp-plan design aligned to company objectives.
• Produce operational reporting for internal QBRs and represent the partner numbers and metrics to the ELT.
• Prepare metrics for partner-facing QBRs, tracking usage against funding programs (heavily weighted to CSP funding, with other programs included).
• Cadence ownership: Maintain the weekly / monthly / quarterly reporting calendar and provide forecast inputs for partner-sourced pipeline.

3.6 Programs & Partner Program Operations

Measure program efficacy and operationalize the partner program end to end.

• Co-marketing efficacy: Track results of ABM campaigns, webinars, thought-leadership articles / blogs, technical white papers, reference architectures, and hands-on labs.
• Partner enablement: Track who is using which enablement assets, and which training and collateral are used most.
• Funding & incentives: Operate the funding and SPIFF programs run by Couchbase.
• MDF / co-op fund operations - budget allocation, accruals, claim processing, and ROI measurement.
• Program operations: Operationalize the program - partners by tier, tracking of who has signed the MPA and addenda (Reseller, Referral), and tier compliance / benefits.
• Partner onboarding: Portal provisioning, agreement / addendum workflow, and time-to-activation tracking for new partners.

3.7 Partner Analytics, Scorecards & Forecasting

The forward-looking, insight layer that peer companies invest in most heavily.

• Partner scorecards: Per-partner scorecards spanning sourced / influenced revenue, pipeline contribution, deal-reg activity, co-sell, and enablement adoption.
• Segmentation & tiering analytics: Data to support partner segmentation, tier movement, and where to invest across the ecosystem.
• Forecasting: Partner-sourced pipeline forecasting and coverage-to-quota analysis feeding the company forecast.
• Predictive / AI insights: Partner propensity and next-best-partner signals to guide PDM focus - a natural fit for a data and AI company.

3.8 Data Integration, Compliance & Audit

• Data integration & automation: Own the data flow that stitches SFDC, PipelineIQ, Clazar, PRM, and BI into a single reporting layer, reducing manual reconciliation.
• Marketplace compliance: Coordinate with Finance on marketplace revenue recognition, billed-vs-consumed reconciliation, and tax / reporting nuances by CSP.
• Program compliance & audit: Ensure deal-reg, MDF claims, and tier benefits are auditable and align to signed agreements.

The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location.

Base Pay Range

$125,000 - $147,000 USD