Principal Partner Specialist

MongoDB•New York, NY

21h•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. 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.

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