Principal Partner Specialist

We’re looking for a hardworking, driven Partner Sales Leader with superb energy, passion and initiative to drive partner awareness and channel new business for the fastest growing database on the planet, MongoDB. The Partner Sales team focuses exclusively on formulating and executing a pipeline generation strategy through Partners within assigned territories, resulting in aggressive pipeline growth and new customer acquisition.

With a people-first culture, MongoDB is always changing and innovating — not only in our technology, but also in our sales go-to-market strategy. Our sales leadership is committed to building the best salesforce in technology. This means, inspiring and enabling success for everyone on the team. We not only equip you to be successful, but we want your feedback and input on how we can continue to “Think Big and Go Far.” As a crucial part of the Sales team at MongoDB, you will have access to a lucrative market and learn how to sell from some of the most successful sales leaders in the software industry.

We are looking to speak to candidates who are based in Beijing for our hybrid working model.

我们希望你具备 (Things We Love)

• 行业热情与产品深耕：有志于深耕 AI 与AI原生软件（数据库）赛道并期持续获得成功和职业突破；对深入理解并掌握 MongoDB 产品线有热情
• 销售驱动与强执行力：具备 3 年以上直客销售成功经验，结果导向；善于整合现有资源拿到业务结果，崇尚行动敏捷（Bias for Action）；受过专业销售方法论培训者优先（如 MEDDIC、SPIN、Challenger Sales 等）
• 生态资源与商业敏锐度：在 云厂商、中企出海及 AI 生态圈拥有较好的人脉资源；对前沿技术趋势保持好奇心与敏锐度，并具备将其转化为实际商业化落地机会的能力。加分项：熟悉数据库、AI 和开发者社区

Responsibilities

• Develop regional partner strategy. Including Cloud Partnerships with AWS, Microsoft and Google. Services partnerships with system integrators and resellers who can influence the database selection on customer side
• Own, on behalf of VP - Area Sales, all things cloud partner related
• Proactively prospect, identify, qualify and develop a sales pipeline through our Partners
• Work with our Sales team to close business to meet and exceed monthly, quarterly and annual bookings objectives
• Recruit and build strong and effective partner relationships, resulting in growth opportunities
• Lead engagement of strategic partners to develop their sales, pre-sales and delivery capabilities in line with our strategy of amplifying partners with capabilities and certifications to deliver for their customers
• Drive optimal engagement between MongoDB sales teams and partners on execution of sales strategy
• Work with partner marketing to plan and implement marketing events for pipeline generation
• Participate in our sales enablement trainings, including our comprehensive Sales Bootcamp, sophisticated sales training, and leadership and development programs

Requirements

• BA/BS required
• 5+ years field experience of quota-carrying experience in a fast-paced and competitive market with a focus on new business
• 5+ years of quota-carrying experience generating pipeline and selling through Cloud Partners, Global/Regional System Integrators and ISV in a heavy sales matrix model
• Demonstrated ability to articulate the business value of complex enterprise technology
• Examples of success developing and leading sophisticated strategic partnerships
• Proven background working in large complex organizations with multiple sales teams driving & building the partner ecosystem
• Strategic thinking skills to blend consulting and business strategy to develop compelling plans for new partner initiatives
• Proven success achieving & exceeding sales quotas or driving significant revenue through SI Cloud and ISV partnerships, delivering results
• Sophisticated communication & interpersonal skills, able to build trust, manage & influence relationships with partners, executive leaders and internal teams
• Able to adapt to complexity & change continuously
• Driven and competitive: Possess a strong desire to be successful
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
• Passionate about growing your career in the largest market in software (database) and developing and maintaining an in-depth understanding of MongoDB products

Things we love

• Passionate about growing your career in the largest market of AI and software (database) and developing and maintaining an in-depth understanding of MongoDB products
• Sales driven mindset with proven success of 3 years+ direct-sales experience. Be good at delivering results with what you have. Bias for action. Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales) is a plus
• Strong local network in the ecosystem of CSP and AI. Familiarity with the databases, AI community, developers and open source technology is a plus. Curiosity and market sensitivity about the emerging technological trend, capable of converting it into business opportunities

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 data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform 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 data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 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 is an equal opportunities employer.

Req ID- 3273523533