Enterprise Account Manager - OEM
Manages cloud partner relationships and joint go-to-market programs in China, driving pipeline, quota attainment, enablement, and MongoDB-as-a-Service revenue. Requires 5+ years of quota-carrying enterprise cloud, database, or IaaS sales experience, plus English and Chinese proficiency.
About the job
Responsibilities
- Manage Cloud Partner relationships in China with a direct reporting line to the Regional Director of Mainland China.
- Build and execute go-to-market programs, including co-selling and co-marketing, with Cloud Partners.
- Drive enablement and field-alignment activities to deliver incremental MongoDB revenue with Cloud Partners.
- Own new ACV quota and pipeline-creation goals for Cloud Partners’ MongoDB-as-a-Service business in the region.
- Prospect, identify, qualify, and develop sales pipelines with Cloud Partners’ regional sales teams.
- Provide business and technical expertise to help Cloud Partners sell the value of MongoDB.
- Coordinate with MongoDB’s Global Partner team, Pre-Sales, Post-Sales, and Marketing teams.
- Participate in sales enablement training, including Sales Bootcamp, sales training, and leadership and development programs.
Requirements
- BA/BS degree required.
- 5+ years of quota-carrying field sales experience in a fast-paced, competitive market focused on new business.
- At least 5 years of pipeline generation and sales experience in the cloud, database, or IaaS space, working with companies such as Alibaba, Tencent, AWS, or Baidu.
- Technical knowledge of enterprise software and cloud computing.
- Ability to articulate the business value of complex enterprise technology.
- Proven track record of overachievement and meeting sales targets.
- Experience building business champions and managing complex sales processes.
- Previous sales methodology training, such as MEDDIC, SPIN, or Challenger Sales.
- English and Chinese proficiency.
- Must live in China, specifically the Beijing, Shanghai, or Shenzhen territory.
Nice to Have
- Familiarity with databases, DevOps, and open-source technology.
- Ability to learn quickly, establish credibility, and demonstrate high emotional intelligence and self-awareness.
Compensation and Benefits
- Participation in comprehensive sales, leadership, and development programs.
- Employee affinity groups, fertility assistance, and generous parental leave policy.
Skills
Cloud Computing, Enterprise Software, Databases, Iaas, DevOps, Open Source, MEDDIC, Spin, Challenger Sales, Pipeline Generation, Co-Selling, Co-Marketing
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