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.

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 and will be the deal maker across our most strategic cloud partner (AWS, Microsoft & Google Cloud) & MongoDB, with the remit of owning the end to and relationship and driving large-scale transformation opportunities across the customer base. The role will be supported by AWS/Microsoft/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 AWS, Microsoft and Google Cloud in Brazil 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 program with AWS, Microsoft and Google Cloud.

Responsibilities

• Build & leverage Executive-level relationships between AWS/Microsoft/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 RVP of WW Cloud Partner GTM and own, on behalf of VP - Area Sales LATAM, all things cloud partners related
• Drive large and strategic deals in partnership with the MongoDB field sales, partners, and AWS/Microsoft/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 AWS/Microsoft/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

Requirements

• 5 + years experience in a quota carrying direct strategic sales or partner/channel sales
• Solid experience in generating pipeline
• 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. Must be fluent in Portuguese and English
• 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

Things we love

• 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

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.