Senior Director, Cloud Partner Specialists, Microsoft Global

MongoDB•New York, NY

5h•Hybrid

About The Position

This role is for an inspiring, results-oriented Senior Director to manage the AWS Cloud Specialist team in NAMER and LATAM. It is a high-impact and quota-carrying role leading MongoDB's strategic partnership with AWS. The individual must have executive-level credibility to build relationships with senior stakeholders at AWS and MongoDB. They will own the Go-to-Market (GTM) strategy with AWS in NAMER & LATAM, and will be responsible for leading their team to generate incremental pipeline via cloud partnerships, growing deal size, accelerating sales cycles, and closing business leveraging partner programs. The role requires being based in the US, with the ability to commute into a central office location on a regular basis, specifically in New York City for a hybrid working model. The Senior Director will work closely with AWS & MongoDB Sales Leadership, Solution Architects, Marketing, and Sales Operations. MongoDB is built for change, empowering customers and people to innovate at the speed of the market, having redefined the database for the AI era. Its unified database platform, MongoDB Atlas, is the most widely available, globally distributed, multi-cloud database, available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 60,000 customers, MongoDB powers the next era of software. The company is committed to developing a supportive and enriching culture for its employees, valuing their well-being through various benefits and programs. MongoDB is an equal employment opportunity employer.

Requirements

8+ years experience in a quota carrying direct strategic sales or partner/channel sales, with a minimum of 3+ years of management or team leadership experience, ideally with experience managing co-selling with the hyperscalers
Solid experience in defining and executing pipeline generation strategies at a management level
Proven experience working in and leading teams within 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, including the ability to communicate complex strategies to executive leadership
Proven ability to lead teams through complex sales cycles, demonstrating expert multiple stakeholder management
Experience developing successful and scalable technology partnership programs
Ability to engage, influence, and negotiate with C-Level executives
Given the profile of this role, we are looking for consistent overachievers and inspiring leaders

Nice To Haves

Energetic, resourceful, upbeat, entrepreneurial, tenacious team player and effective leader. Passionate about people development
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, establish credibility, and coach others. High EQ and self-aware
The ability to work in fast paced environment, be trusted to drive initiatives autonomously, manage a team, 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

Develop, coach, and manage the Cloud Partner Specialist team to achieve regional business objectives and partnership goals
Build & cultivate Executive-level relationships between AWS & MongoDB to create strategic alignment and close large-scale business
Define and execute a robust NAMER & LATAM GTM strategy with AWS to proactively prospect, identify, qualify, and develop a sales pipeline to and through our cloud partners
Report to the VP WW Cloud and own all strategic and operational aspects of the AWS relationship
Drive and oversee large and strategic deals in partnership with the MongoDB field sales, partners, and AWS sales teams
Interlock with the Global Cloud Program team for backup, support, and pipeline generation
Own the team's Quota for generating new business and uncovering new workloads/logos via cloud partners
Ensure the team generates strategic joint pipeline with AWS and effectively supports the direct sales force on defined end-user sales pursuits
Forecast co-sell Net ARR (Annual Recurring Revenue) and strategic new NARR by AWS to sales leadership on a weekly basis, providing strategic insights and performance analysis