Senior Director, Partner Specialists

• Manage the AWS Cloud Specialist team in EMEA, leading MongoDB's strategic partnership with AWS in a high-impact, quota-carrying role. • Own the 360 partner strategy with AWS in EMEA, generating incremental pipeline via cloud partnerships, growing deal size, accelerating sales cycles, and closing business. • Build executive-level relationships with senior stakeholders at both AWS and MongoDB to create strategic alignment.

• Bring 8+ years of experience in quota-carrying direct strategic sales or partner/channel sales, with a minimum of 3+ years of management or team leadership experience, ideally managing co-selling with hyperscalers. • Have solid experience in defining and executing pipeline generation strategies at a management level. • Bring proven experience working in and leading teams within a heavy sales matrix model. • Have relevant experience and knowledge of open source, enterprise software apps, SaaS, database, or cloud computing. • Demonstrate excellent verbal, written, and presentation skills, including the ability to communicate complex strategies to executive leadership. • Have a proven ability to lead teams through complex sales cycles with expert multiple stakeholder management. • Bring experience developing successful and scalable technology partnership programmes. • Engage, influence, and negotiate with C-Level executives. • Be a consistent overachiever and inspiring leader.

• Be an energetic, resourceful, entrepreneurial, and tenacious team player passionate about people development. • Have previous Sales Methodology training such as MEDDIC, SPIN, or Challenger Sales. • Hold a degree in business, economics, engineering, finance, science, maths, or similar. • Possess aptitude to learn quickly, establish credibility, and coach others with high EQ and self-awareness. • Thrive in a fast-paced environment, drive initiatives autonomously, and gain buy-in from a wide collection of stakeholders. • Be passionate about growing your career in database software and developing an in-depth understanding of MongoDB products.

• Develop, coach, and manage the Cloud Partner Specialist team to achieve regional business objectives and partnership goals. • Build and cultivate executive-level relationships between AWS and MongoDB to create strategic alignment and close large-scale business. • Define and execute a robust EMEA 360 strategy with AWS to proactively prospect, identify, qualify, and develop a sales pipeline to and through 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 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 and 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 and strategic new NARR by AWS to sales leadership on a weekly basis, providing strategic insights and performance analysis.

• Join a supportive and enriching culture committed to personal growth and business impact. • Access employee affinity groups. • Receive fertility assistance. • Benefit from a generous parental leave policy. • Work at a company that values employee wellbeing and supports every step of professional and personal journeys.

MongoDB is built for change, empowering customers and people to innovate at the speed of the market. Its unified data platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, MongoDB is powering the next era of software.