# Principal Partner Specialist

**Company:** [MongoDB](https://hotfix.jobs/companies/mongodb)
**Location:** Beijing, China
**Role:** Partnerships
**Experience:** 5+ years
**Skills:** AWS, Microsoft Azure, GCP, Cloud Partnerships, System Integrators, Resellers, Isv Partnerships, MEDDIC, Spin, Challenger Sales, Sales Pipeline Development, Partner Marketing, Sales Enablement, Enterprise Technology
**Posted:** 2026-08-20

> Leads partner-driven pipeline generation and new customer acquisition in Beijing, managing cloud, systems-integrator, reseller, and ISV relationships. Requires a bachelor’s degree, at least five years of quota-carrying partner-sales experience, enterprise-technology acumen, and strong strategic relationship-building skills.

## Job Description

## 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.

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