Senior Director, Partner Specialists

• Manage the AWS Cloud Specialist team in EMEA in a high impact, quota-carrying role leading MongoDB’s strategic partnership with AWS. • Own the 360 partner strategy with AWS across EMEA. • Lead the team to generate incremental pipeline via cloud partnerships, grow deal size, accelerate sales cycles, and close business through partner programs. • Build credibility at executive level with senior stakeholders at both AWS and MongoDB. • Report to the VP WW Cloud and own all strategic and operational aspects of the AWS relationship. • Work closely with AWS and MongoDB Sales Leadership, Solution Architects, Marketing, and Sales Operations. • Be based in London and commute into a central office location on a regular basis.

• Bring 8+ years in quota-carrying direct strategic sales or partner and channel sales. • Bring a minimum of 3+ years of management or team leadership experience, ideally managing co-selling with the hyperscalers. • Bring solid experience defining and executing pipeline generation strategies at management level. • Show proven experience working in and leading teams within a heavy sales matrix model. • Bring relevant experience and knowledge of open source, enterprise software applications, SaaS, database, or cloud computing. • Communicate excellently in speech, writing, and presentations, conveying complex strategies to executive leadership. • Lead teams through complex sales cycles with expert multiple stakeholder management. • Bring experience developing successful, scalable technology partnership programs. • Engage, influence, and negotiate with C-level executives. • Come as a consistent overachiever and an inspiring leader. • Commute into a central office location on a regular basis.

• Bring energy, resourcefulness, and an entrepreneurial, tenacious approach, with a passion for people development. • Bring previous sales methodology training such as MEDDIC, SPIN, or Challenger Sales. • Hold a college degree in business, economics, engineering, finance, science, maths, or similar. • Learn quickly, establish credibility, and coach others, with high EQ and self-awareness. • Work in a fast-paced environment, driving initiatives autonomously while managing a team and winning buy-in across many stakeholders. • Bring a passion for growing your career in the largest market in software and building deep knowledge of MongoDB products. • Inform your recruiter if you need any accommodations for a disability during the application or interview process.

• 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 prospect, identify, qualify, and develop pipeline to and through cloud partners. • Own all strategic and operational aspects of the AWS relationship. • Drive and oversee large, strategic deals alongside 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 supports the direct sales force on defined end-user pursuits. • Forecast co-sell Net ARR and strategic new NARR by AWS to sales leadership weekly, with strategic insights and performance analysis.

• Lead MongoDB’s strategic partnership with AWS across EMEA. • Report directly to the VP WW Cloud with ownership of the full AWS relationship. • Work for a company with over 67,000 customers, including 75% of the Fortune 100 and AI-native startups. • Access fertility assistance and a generous parental leave policy. • Join employee affinity groups within a supportive, enriching culture. • Work hybrid from London.

MongoDB is built for change, empowering customers and employees to innovate at the speed of the market. It has redefined the data platform for the AI era, with a unified data platform that helps organisations modernise legacy workloads, embrace innovation and unleash AI. Its cloud-native platform, MongoDB Atlas, is a globally distributed, multi-cloud data platform available across AWS, Google Cloud and Microsoft Azure. MongoDB has offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups.