IBM Principal Specialist

We are seeking a high-energy, innovative IBM Principal Specialist to drive new business for MongoDB, the world’s most popular and fastest-growing modern database platform. 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 Partner Sales Execution 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 Partner Sales Enablement 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 Partner Management & Success 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 Why Join MongoDB Best‑in‑breed sales training in MEDDIC and Command of the Message, including comprehensive Sales Bootcamps and development programs New‑hire stock equity (RSUs) and employee stock purchase plan Generous and competitive benefits (parental leave, fertility & wellbeing support) Compensation & Benefits MongoDB’s base salary range for this role in the U.S. is $153,000—$192,000 USD. 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. 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. These benefits are only applicable to U.S.-based candidates. 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. #J-18808-Ljbffr MongoDB