Principal Cloud Partner Specialist

We are looking for a hardworking, innovative Cloud Partner Specialist with great energy, passion, and initiative to channel new business for the fastest growing and most popular database on the planet, MongoDB.

The Cloud Partner Specialist will lead the strategic pursuit and will be the deal maker across our cloud partners & MongoDB, with the remit of building executive level relationships and driving large-scale transformation opportunities across each customer base. This individual will own the Go-to-Market (GTM) strategy with cloud partners and will be responsible for generating incremental pipeline, growing deal size, accelerating the sales cycle and closing business leveraging our partner programs.

This role will be based remotely in New York State.

Responsibilities:

• Build & leverage Executive-level relationships between AWS & MongoDB to create and close business


• Proactively prospect, identify, qualify, and develop a sales pipeline to and through AWS


• Drive large and strategic deals in partnership with the MongoDB field sales, partners, and the AWS sales teams


• Interlock with the Global Cloud Program team for backup, support, and pipeline generation


• Own quota for generating new business and uncovering new workloads/logos via cloud partners


• Generate strategic joint pipeline with AWS and support their direct sales force on defined end-user sales pursuits


• Forecast co-sell Net ARR (Annual Recurring Revenue) and sourced new workloads by cloud partners to sales leadership on a weekly basis

Requirements

• 8 + years experience in a quota carrying direct strategic sales or partner/channel sales, ideally with experience co-selling with the hyperscalers


• Solid experience in generating pipeline


• Experience in working in a heavy sales matrix model


• Relevant experience and knowledge of open source, enterprise software apps, SaaS, Database, or Cloud Computing


• Excellent verbal, written, and presentation skills


• Proven ability to drive complex sales cycles, demonstrating multiple stakeholder management


• Experience developing successful and scalable technology partnership programs


• Ability to engage & influence C-Level executives


• Consistent overachievement

Things we love

• Energetic, resourceful, upbeat, entrepreneurial, tenacious team player


• Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales)


• College degree in business, economics, engineering, finance, science, math or similar


• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware


• The ability to work in fast paced environment, be trusted to drive initiatives autonomously and gain buy in from a wide collection of stakeholders


• Passionate about growing your career in the largest market in software and developing and maintaining an in-depth understanding of MongoDB products

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform—the most widely available, globally distributed database on the market—helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and nearly 60,000 customers—including 75% of the Fortune 100 and AI-native startups—relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Req ID: 4263291807