Regional Director, Relationship Account Management

MongoDB•Austin, TX

47d•Hybrid

About The Position

About the role: Mongodb is looking for an experienced and results-oriented people leader to lead a team of Relationship Account Managers (RAMs) in the Americas. You will play a key role in the growth and success of MongoDB, our customers, and our team members. Your team will be responsible for the end-to-end ownership of a subset of MongoDB’s strategic customers. You’ll help develop an outstanding account management process that delights customers and delivers strong business results. The Relationship Account Management team is focused on driving long-term partnerships with MongoDB’s mature customers, creating expansion & evangelism in the process. This team was established 18 months ago and continues to grow and scale. As we take on more complex accounts within our team, we are looking for an experienced first line leader to drive retention and expansion results while ensuring client success and value realization in the process. Individuals in the Relationship Account Manager (RAM) role have a passion for technology that delivers business outcomes and understand how to retain and grow clients through a focus on their success. As RD of a RAM team, you will be responsible for inspiring the RAMS to deliver a customer centric account management approach while delivering on KPIs, pipeline and revenue expectations, and sales excellence. You will provide the coaching and mentorship that will enable this team to positively impact customers and deliver strong business results. In addition to recruiting, retaining, and developing talent, you will also be responsible for helping to craft and execute the MongoDB account management motion, operationalizing risk identification and mitigation efforts, executing retention and expansion strategies, implementing forecasting excellence and working with stakeholders in Sales, Customer Success and Operations. Success in this role requires exceptional communication and Interpersonal skills, operational excellence, deal formulation and negotiation experience, a strong understanding of MongoDB products and policy and a proven ability to inspire and lead your team. We are looking for someone who thrives in a fast paced and ever changing environment and who is motivated by the opportunity to have a big impact on your team, customers and MongoDB’s business. We are looking to speak to candidates who are based in Austin, TX for our hybrid working model.

Requirements

2+ years of management experience, preferably in a sales or account management leadership capacity OR internal MongoDB full lifecycle closing sales experience with track record of high performance
Passion for and experience in hiring, developing and managing a team of individual contributors; Your team and their success are your top priority
A proven track record and experience with fast-growing teams, using data to drive initiatives and guide your decision making processes
A mind for technology; We’ll teach you all about MongoDB and databases, but our users and products are inherently technical; You should be too
High organization in your workflows; To lead and execute efficiently, you’ll need to be a specialist in prioritization and time management
Proven ability to capture and communicate an accurate forecast
You know how to deal with ambiguity and be able to navigate through it with perseverance, a positive mentality and a point of view; As a new function, we will look to you to help us establish and evolve processes
A strong desire to embrace partnership and collaboration; You’ll be working with multiple teams on a regular basis (Sales, Marketing, Support, Product, etc.) and helping to establish the RAM role and “brand” across MongoDB
You have experience in working and collaborating with internal and external partners with diverse cultural and professional backgrounds
Outstanding verbal and written communication skills with the ability to present to a diverse audience both internally and externally
Ability to manage customer escalations through to a satisfactory resolution for both the customer and MongoDB
A Bachelor's degree

Responsibilities

Develop, motivate, and coach a team of Relationship Account Managers. Establish a culture of performance, transparency, inclusivity and growth
Deeply understand customer needs and align team skills and enablement to deliver an outstanding customer experience
Build relationships with key customer executives, providing strategic and consultative advice to influence their success. Act as a point of escalation to resolve customer issues as needed
Hold team accountable to territory management and activity expectations, including ongoing tiering/prioritization of accounts, strategic account planning, and risk/deal reviews
Oversee effective and pipeline generation to ensure appropriate coverage and qualified deal progression
Demonstrate deep understanding of team activity, pipeline management and client engagement through delivery of consistent and accurate forecasts
Ensure the team has the necessary ongoing enablement in relevant areas including: sales process training, product, pricing, opportunity management, data quality/accuracy, quoting and forecasting
Support your direct reports by joining customer meetings, internal account team meetings, and escalating issues as necessary internally
Take a lead role in collaborating with internal resources (Sales Enablement, Deal Strategy, Finance, Customer Success, Sales, etc...) to develop playbooks and artifacts for common account management and renewal scenarios
Develop trusted relationships with ecosystem leadership (Sales, CS, Finance, SA, PS) through regular stakeholder engagement and proactive collaboration