Principal Partner Specialist

Responsibilities

• Develop regional partner strategy, including cloud partnerships with AWS, Microsoft, and Google, and services partnerships with system integrators and resellers.
• Own cloud-partner activities on behalf of the Area Sales VP.
• Prospect, identify, qualify, and develop sales pipeline through partners.
• Work with the sales team to close business and meet or exceed bookings objectives.
• Recruit and build effective partner relationships that create growth opportunities.
• Lead strategic partner engagement to develop sales, presales, delivery capabilities, and relevant certifications.
• Optimize collaboration between MongoDB sales teams and partners on sales-strategy execution.
• Partner with marketing to plan and implement pipeline-generation events.
• Participate in sales enablement, sales bootcamp, sales training, and leadership-development programs.

Requirements

• Bachelor’s degree required.
• 5+ years of quota-carrying field-sales experience in a fast-paced, competitive market focused on new business.
• 5+ years of experience generating pipeline and selling through cloud partners, global or regional system integrators, and ISVs in a complex sales-matrix environment.
• Ability to articulate the business value of complex enterprise technology.
• Experience developing and leading sophisticated strategic partnerships.
• Experience working in large, complex organizations with multiple sales teams to build partner ecosystems.
• Strategic thinking skills and the ability to combine consulting and business strategy into compelling partner initiatives.
• Demonstrated success achieving or exceeding sales quotas or driving revenue through SI, cloud, and ISV partnerships.
• Strong communication and interpersonal skills, with the ability to build trust and influence partners, executives, and internal teams.
• Ability to adapt continuously to complexity and change.
• Strong time and resource-management skills and a disciplined approach to opportunity qualification.
• Ability to learn quickly, establish credibility, and demonstrate high emotional intelligence and self-awareness.

Nice-to-haves

• Professional sales-methodology training, such as MEDDIC, SPIN, or Challenger Sales.
• Strong local network in the CSP and AI ecosystem.
• Familiarity with databases, AI, developer communities, and open-source technology.
• Curiosity about emerging technology trends and the ability to convert them into business opportunities.

Compensation & Benefits

• Employee affinity groups.
• Fertility assistance.
• Generous parental leave policy.
• Supportive employee wellbeing and career-development programs.