# Principal Partner Specialist

**Company:** [MongoDB](https://hotfix.jobs/companies/mongodb)
**Location:** Unspecified
**Role:** Partnerships
**Experience:** 12+ years
**Skills:** AWS, Microsoft Azure, GCP, Cloud Partner Strategy, System Integrators, Isv Partnerships, Enterprise Sales, Pipeline Generation, Sales Enablement, MEDDIC, Spin, Challenger Sales, Databases, Open-Source Technology, Japanese And English
**Posted:** 2026-08-13

> Leads strategic cloud, system integrator, and ISV partnerships across Japan to generate pipeline, accelerate enterprise deals, and expand partner capabilities. The role requires 12+ years of quota-carrying sales experience, fluency in Japanese and English, and a strong record of exceeding targets.

## Job Description

## Responsibilities
- Develop and execute strategic Cloud (AWS, Microsoft Azure, Google Cloud) and system integrator (SI) partner strategies across Japan, including local and global SIs.
- Recruit, develop, and nurture effective partner relationships that create growth opportunities and mutual value.
- Prospect, identify, qualify, and develop sales pipelines through cloud partners, local and global SIs, and ISV partners.
- Partner with the Enterprise Sales team to close business and meet or exceed monthly, quarterly, and annual bookings objectives.
- Lead engagement with cloud and strategic SI partners to strengthen their sales, presales, and delivery capabilities, including capabilities and certifications.
- Collaborate with Marketing, Partner Programs, Partner Enablement, Customer Success, and Solutions Consulting to generate pipeline and progress deals.
- Participate in sales enablement training, including Sales Bootcamp, advanced sales training, and leadership and development programs.

## Requirements
- 12+ years of quota-carrying experience generating pipeline and selling through cloud partners (CSPs), global or local SIs, and ISVs in a complex sales matrix.
- Business-fluent Japanese and English communication skills.
- Ability to articulate the business value of complex enterprise technology.
- Consistent record of achieving and exceeding sales targets.
- Experience building business champions and leading complex sales processes.
- Strong drive, competitive nature, and desire to succeed.
- Effective time and resource management, opportunity qualification, and prioritization skills.
- Demonstrated success creating and sustaining differentiated partner relationships.
- Strong strategic thinking that combines consulting and business strategy to create compelling partner initiatives.
- Ability to adapt to complexity and continuous change, with strong critical-thinking skills.
- Ability to learn quickly, establish credibility, and demonstrate high emotional intelligence and self-awareness.

## Nice-to-haves
- Sales methodology training such as MEDDIC, SPIN, or Challenger Sales.
- Familiarity with databases, developer ecosystems, and open-source technology.
- Passion for developing deep knowledge of MongoDB products.

## Work arrangement
- Hybrid work model for candidates based in the Tokyo area.

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