Principal Partner Specialist

MongoDB • New York City, NY

2d • Hybrid

About The Position

We are looking for a hardworking, innovative Principal 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 Principal Cloud Partner Specialist will lead the strategic pursuit of large-scale transformation opportunities across the customer base, act as the deal-maker across Google Cloud & MongoDB, and own the end-to-end partner relationship. The role will be supported by Google Cloud & 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 Google Cloud in the US-East region, 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 United States, preferably on the East Coast, with the ability to commute into the New York City headquarters office as needed.

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 and sales forecasting
• 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

Nice To Haves

• 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

Responsibilities

• Build & leverage Executive-level relationships between Google Cloud & 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 Co-sell for GCP and own, on behalf of AVP Northeast & AVP Southeast, all things Google Cloud related
• Drive large and strategic deals in partnership with the MongoDB field sales, partners, and Google Cloud sales teams
• Interlock with the Global 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 Google Cloud 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees