Principal Partner Specialist

MongoDB’s mission is to empower innovators to create, transform, and disrupt industries by unleashing the power of software and data. We enable organizations of all sizes to easily build, scale, and run modern applications by helping them modernize legacy workloads, embrace innovation, and unleash AI. Our industry-leading developer data platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available in more than 115 regions across AWS, Google Cloud, and Microsoft Azure. Atlas allows customers to build and run applications anywhere—on premises, or across cloud providers. With offices worldwide and over 175,000 new developers signing up to use MongoDB every month, it’s no wonder that leading organizations, like Samsung and Toyota, trust MongoDB to build next-generation, AI-powered applications.

The Role

We are looking for a Cloud OEM Partner Specialist & CoSell lead to join our Partner Sales team and grow our Cloud OEM business in the EMEA region.

The right candidate is an innovative, experienced sales individual with extraordinary energy, passion, and initiative to manage and grow existing partnerships, facilitate partner coselling across the EMEA regions, and drive new strategic partnerships.

The Cloud OEM Partner Specialist & CoSell lead owns all the sales and channels related to our MongoDB-as-a-Service partnerships in Europe and the Middle East. These are partnerships where the partner provides their own DBaaS service vs being a platform for MongoDB’s Atlas offering. This individual will be accountable for (a) operationalizing and scaling established cloud partnerships, (b) directly negotiating and launching new cloud partnerships, and (c) supporting our sales teams with their Cloud OEM pursuits in their respective regions. These Cloud OEM partnerships exist today with leaders including OVH, IONOS, StackIT, Alibaba, Rackspace, IBM Cloud, Tencent, Digitalocean, and other cloud leaders.

We are looking to speak to candidates who are based in Paris for our hybrid working model.

Responsibilities

• Work with existing cloud partners to generate incremental sales pipeline with the cloud partners’ sales teams, increasing their efficiency via sales and technical enablement, joint marketing, post-sales support, and providing business and technical expertise to help them sell the value of MongoDB
• Execute the strategy for expanding our non-Atlas cloud business
• Proactively prospect, identify, qualify and negotiate new cloud partnerships with leading cloud providers who will open new markets for MongoDB
• Support our direct sales team with large, complex Cloud OEM deals
• Build strong and effective relationships with both internal stakeholders and partner executives
• Support and Close business to meet and exceed monthly, quarterly, and annual bookings objectives
• Lead interlock with MongoDB’s Global Sales team, Partner team, Pre-sales, Post-sales, Deal Strategy, Legal, Product Engineering, and Marketing support
• Participate in our sales enablement training, including our comprehensive Sales Bootcamp, sophisticated sales training, and leadership and development programs

Requirements

• BA/BS required
• 3-5+ years of field experience in a quota-carrying position in a fast-paced and competitive market with a focus on new business
• Technically knowledgeable in enterprise software and cloud computing space with familiarity with databases, DevOps, and open-source technology
• 5+ years generating pipeline and selling in the Cloud/Database/IaaS space
• Proven ability to articulate the business value of complex enterprise technology with Senior & executive levels when negotiating
• Acute attention to detail when interpreting license requirements and negotiating complex contract terms
• A track record of overachievement and hitting sales targets
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Possess aptitude to learn quickly, problem solve, and establish credibility. Exhibit a high EQ and self-awareness to navigate various regional and cultural differences toward a common goal
• Fluent in French (Fluency in German is a plus)
• Proficiency with Salesforce, Google Suite (GDocs, Slides, Sheets)
• Passionate about growing your career in the largest market in software (database) and developing and maintaining an in-depth understanding of MongoDB products

Why Join MongoDB

MongoDB invests heavily in the development of each of our new hires & continuous career development

• Best in breed Sales trainings in MEDDIC and Command of the Message, including our comprehensive Sales Bootcamps and development programs
• New hire stock equity (RSUs) and employee stock purchase plan
• Generous and competitive benefits (parental leave, fertility & wellbeing support)

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 is an equal opportunities employer.