Relationship Account Manager

MongoDB•Boston, MA

8d•Hybrid

About The Position

The Relationship Account Management team is focused on driving long-term partnerships with MongoDB’s mature customers, creating expansion & evangelism 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. In this role you will act as the primary point of contact for your customer base and leverage the MongoDB ecosystem to help drive expansion and retention of a customer portfolio. As a Relationship Account Manager you will be responsible for success, education, enablement, upsell/cross-sell, renewal and everything in between.

Requirements

2+ years of quota- carrying Account Management or New Business sales experience
SaaS or technology background
Demonstrated ability and interest in managing client relationships end-to-end
Has held responsibility for clients with complex use cases and multiple stakeholders across renewal, upsell and expansion into new business units
Excels at juggling competing priorities while executing on targets and KPIs
5+ years of work experience, of which at least 2+ years of quota-carrying experience in Sales or Account Management, or similar customer-centric role with direct revenue responsibility
A proven track record of hitting sales targets; this role will be responsible for expansion/upsell AND renewal/retention
The ability to execute on activity and pipeline expectations and published standards of excellence
Outstanding verbal and written communication skills, with the ability to present to a diverse audience, both internally and externally
A background and passion for driving value and growth with customers via virtual meetings - this takes the form of enablement sessions, strategy meetings, business reviews, and more in this role
Demonstrated ability to articulate the value of a complex enterprise technology
A mind for technology - we’ll teach you about MongoDB and databases, but our customers and product are inherently technical and you should have an aptitude and curiosity to learn about those concepts
The ability to work in a fast paced environment
The acumen for leveraging tools and data sets to gain insight into your clients use of MongoDB
An entrepreneurial mindset - this is a new team so you must thrive in a changeable, often ambiguous environment and enjoy contributing to building process, enablement and best practices
High levels of organization and attention to detail - you take ownership of customer situations and see everything through to resolution
Team player and passion for collaboration - this role will work with customers that require alignment across the broader Go to Market ecosystem including; Solutions Architects, Professional Services, Tech Services, Deal Strategy, Legal etc

Nice To Haves

Prior exposure to database, cloud and infrastructure technology is a plus

Responsibilities

Work as a strategic advisor to the customer — aligning not only to their MongoDB initiatives, but also their internal processes, bottlenecks, and overall corporate strategy
Proactively identify, qualify and nurture relationships within your accounts to expand stakeholder footprint and elevate MDB as a strategic partner
Negotiate renewals and growth opportunities, execute MongoDB sales process to both protect and expand MongoDBs renewal base
Execute on territory management & activity expectations, including ongoing tiering/prioritization of accounts, strategic account planning, and risk/deal reviews
Own and deliver an accurate forecast of your business week over week; quarter over quarter
Leverage data signals and proactive outreach to identify and address potential risk within your portfolio
Partner closely with MongoDB executives, product managers, and leadership to achieve positive customer outcomes