# IBM Principal Specialist
**Company:** [MongoDB](https://hotfix.jobs/companies/mongodb)
**Location:** New York, NY
**Salary:** $153K-$192K
**Experience:** 5+ years
**Skills:** Ibm Cloud, MongoDB, MEDDIC, Spin, Challenger, DevOps, Watsonx, Salesforce, Deal Registration, Go-to-Market Strategy, Enterprise Software, Cloud Computing, Databases, Open-Source
**Posted:** 2026-04-15
> Leads IBM co-sell partnership across Americas, focusing on North America, to drive MongoDB revenue through joint GTM initiatives, sales execution, and enablement. Requires 5+ years quota-carrying sales with IBM experience, BFSI knowledge, and formal sales training.
## Job Description
## Responsibilities
- Work with IBM’s Americas partner ecosystems leads and regional sales leadership to continuously improve and optimize the account level engagement and go-to-market outcomes
- Conduct industry and regional analysis to inform and optimize IBM co-sell strategy across the Americas, with emphasis on North America
- Collaborate with IBM’s account teams and MongoDB direct sellers on large, complex joint opportunities
- Support and close business to meet or exceed monthly, quarterly, and annual bookings targets
- Drive joint sales enablement with IBM to ensure field alignment, clarity of value proposition, and effective engagement models
- Develop and execute GTM initiatives that generate joint customer demand
- Oversee lead tracking, deal registration, pipeline development, and joint reporting
- Manage interlocks with Americas MongoDB’s Sales team, Partner Sales and Solution Architect teams, Pre-sales, Post-sales, Deal Strategy, Legal, Revenue, Ops, Product Engineering, and Marketing
- Build strong and effective relationships with both internal stakeholders and partner executives, as well as triangulation with other partnerships
- Build and manage all aspects of the IBM partnership, including KPIs, QBRs, executive relationships, and operating cadence
- Ensure MongoDB is top-of-mind and recommended within IBM customer opportunities
- Drive mutual accountability and execution against shared success metrics
- Participate in MongoDB’s sales enablement programs, including Sales Bootcamp, advanced sales training, and leadership development initiatives

## Requirements
- Energetic, resourceful, entrepreneurial, and tenacious team player
- 5+ years of quota-carrying experience generating pipeline and closing deals through or with IBM
- Experience working with or at IBM, including OEM and reseller motions
- Experience selling into BFSI accounts (Banking, Financial Services, and Insurance)
- Understanding & knowledge of IBM’s Data & AI portfolio, IBM Cloud, IBM Z & LinuxOne (IFLs), and the watsonx ecosystem
- Demonstrated ability to build executive-level relationships and influence C-suite stakeholders
- Technically knowledgeable in enterprise software and cloud computing space with familiarity with databases, DevOps, and open-source technology
- Consistent record of exceeding goals in highly competitive environments
- Strong communication skills with the ability to clearly articulate business value in complex enterprise sales
- Acute attention to detail, particularly in licensing models and complex contract negotiations
- Proven ability to structure and negotiate proposals and develop joint business plans
- Experience developing partner value propositions and executing GTM programs, including joint enablement, demand generation, deal registration, and reporting
- Formal sales methodology training (e.g., MEDDIC, SPIN, Challenger)
- Strong ability to build champions and manage complex, multi-stakeholder sales cycles
- Possess aptitude to learn quickly, problem solve, and establish credibility
- Exhibit a high EQ and self-awareness to navigate various regional and cultural differences toward a common goal
- Ability to operate autonomously in a fast-paced environment and gain alignment across broad stakeholder groups
- Passion for growing a career in the largest market in software and developing deep expertise in MongoDB’s product portfolio
**Apply:** https://hotfix.jobs/jobs/ibm-principal-specialist-at-mongodb-f019fdcf-084b-4f59-94ab-359fe8341199
**Canonical:** https://hotfix.jobs/jobs/ibm-principal-specialist-at-mongodb-f019fdcf-084b-4f59-94ab-359fe8341199