Principal Partner Specialist

We are looking for a hardworking, innovative Cloud Partner Specialist with great energy, passion, and initiative to channel new business for the fastest growing and most popular database on the planet, MongoDB.

The Cloud Partner Specialist will lead the strategic pursuit and will be the deal maker across Microsoft & MongoDB, with the remit of owning the end to and relationship and driving large-scale transformation opportunities across the customer base. The role will be supported by Microsoft & MongoDB Sales Leadership, Solution Architects, Marketing and Sales Operations all geared towards the success of the individual.

This individual will own the Go-to-Market (GTM) strategy with Microsoft in the US, and will be responsible for generating incremental pipeline via our cloud partnerships, growing deal size and accelerating sales cycle and close business leveraging our partner programs. Must be located in the US.

We are looking to speak to candidates who are based in New York City, New Jersey and Austin, TX for our hybrid working model.

Responsibilities:

• Build & leverage Executive-level relationships between Microsoft & MongoDB to create and close business

• Proactively prospect, identify, qualify, and develop a sales pipeline to and through our cloud partners

• Report to the Head of Global Cloud for Microsoft

• Drive large and strategic deals in partnership with the MongoDB field sales, partners, and Microsoft Cloud sales teams

• Interlock with the Microsoft Cloud Program team for backup, support, and pipeline generation

• Own Quota for generating new business and uncovering new workloads/logos via cloud partners

• Generate strategic joint pipeline with Microsoft and support direct sales force on defined end-user sales pursuits

• Forecast co-sell Net ARR (Annual Recurring Revenue) and sourced new workloads by cloud partners to sales leadership on a weekly basis

Requirements

• 8+ years experience in a quota carrying direct strategic sales or partner/channel sales, ideally with experience co-selling with the hyperscalers

• Solid experience in generating pipeline

• Experience in working in a heavy sales matrix model

• Relevant experience and knowledge of open source, enterprise software apps, SaaS, Database, or Cloud Computing

• Excellent verbal, written, and presentation skills

• Proven ability to drive complex sales cycles, demonstrating multiple stakeholder management

• Experience developing successful and scalable technology partnership programs

• Ability to engage & influence C-Level executives

• Given the profile of this role, we are looking for consistent overachievers

Things we love

• Energetic, resourceful, upbeat, entrepreneurial, tenacious team player

• Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales)

• College degree in business, economics, engineering, finance, science, math or similar

• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware

• The ability to work in fast paced environment, be trusted to drive initiatives autonomously and gain buy in from a wide collection of stakeholders

• Passionate about growing your career in the largest market in software and developing and maintaining an in-depth understanding of MongoDB products

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, ( guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy ( , we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB ( , and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Req. ID: 1273420989

MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.

MongoDB’s base salary range for this role in the U.S. is:

$129,600—$162,000 USD