Senior Director, Partner Specialists

We are looking for an inspiring, results-oriented Senior Director, to manage the AWS Cloud Specialist team in EMEA. This is a high impact and quota carrying role leading our strategic partnership with AWS. This individual must have credibility at the Executive level to build relationships with senior stakeholders at AWS and MongoDB.

This individual will own the 360 partner strategy with AWS in EMEA, and will be responsible for leading their team to generate incremental pipeline via our cloud partnerships, growing deal size, accelerating sales cycles, and closing business leveraging our partner programs. Must have the ability to commute into a central office location on a regular basis.The role will work closely with AWS & MongoDB Sales Leadership, Solution Architects, Marketing, and Sales Operations, all geared towards the success of the region.

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

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 EMEA 360 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

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

Things we love

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

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market