IBM Principal Specialist

We are seeking a high-energy innovative IBM Principal Specialist to drive new business for MongoDB the world’s most popular and fastest-growing modern database platform. This role is a unique opportunity to build execute and scale a world-class IBM Co-Sell Partnership that delivers meaningful value to IBM our joint customers and MongoDB.

As the IBM Co-Sell Principal (Americas) you will own the IBM OEM and co-sell motion across the Americas (with a primary focus on North America). You will lead joint go-to-market initiatives partner closely with IBM & MongoDB sellers and play a critical role in driving MongoDB revenue growth accelerating pipeline and addressing skills product and solution gaps through strategic partnership alignment.

The ideal candidate brings a proven track record of executive-level relationship building hands-on sales execution cross-organizational collaboration and success navigating large complex enterprise deals. You will serve as MongoDB’s internal IBM expert for the Americas co-sell motion and be a trusted partner to IBM & MongoDB field sellers working cross-functionally in a fast-paced high-growth environment.

• Work with IBM’s Americas partner ecosystems leads and regional sales leadership to continuously improve and optimize the account level engagement and go-to-market outcomes
• Conduct industry and regional analysis to inform and optimize IBM co-sell strategy across the Americas with emphasis on North America
• Partner Sales Execution
  • Collaborate with IBM’s account teams and MongoDB direct sellers on large complex joint opportunities
  • Support and close business to meet or exceed monthly quarterly and annual bookings targets
• Partner Sales Enablement
  • Drive joint sales enablement with IBM to ensure field alignment clarity of value proposition and effective engagement models
  • Develop and execute GTM initiatives that generate joint customer demand
  • Oversee lead tracking deal registration pipeline development and joint reporting
•  Manage interlocks with Americas MongoDB’s Sales team Partner Sales and Solution Architect teams Pre-sales Post-sales Deal Strategy Legal Revenue Ops Product Engineering and Marketing
• Build strong and effective relationships with both internal stakeholders and partner executives as well as triangulation with other partnerships
• Partner Management & Success
  • Build and manage all aspects of the IBM partnership including KPIs QBRs executive relationships and operating cadence
  • Ensure MongoDB is top-of-mind and recommended within IBM customer opportunities
  • Drive mutual accountability and execution against shared success metrics
• Participate in MongoDB’s sales enablement programs including Sales Bootcamp advanced sales training and leadership development initiatives 

• Energetic resourceful entrepreneurial and tenacious team player
• 5+ years of quota-carrying experience generating pipeline and closing deals through or with IBM
• Experience working with or at IBM including OEM and reseller motions
• Experience selling into BFSI accounts (Banking Financial Services and Insurance)
• Understanding & knowledge of IBM’s Data & AI portfolio IBM Cloud IBM Z & LinuxOne (IFLs) and the watsonx ecosystem
• Demonstrated ability to build executive-level relationships and influence C-suite stakeholders
• Technically knowledgeable in enterprise software and cloud computing space with familiarity with databases DevOps and open-source technology
• Consistent record of exceeding goals in highly competitive environments
• Strong communication skills with the ability to clearly articulate business value in complex enterprise sales
• Acute attention to detail particularly in licensing models and complex contract negotiations
• Proven ability to structure and negotiate proposals and develop joint business plans
• Experience developing partner value propositions and executing GTM programs including joint enablement demand generation deal registration and reporting
• Formal sales methodology training (e.g. MEDDIC SPIN Challenger)
• Strong ability to build champions and manage complex multi-stakeholder sales cycles
• 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
• Ability to operate autonomously in a fast-paced environment and gain alignment across broad stakeholder groups
• Passion for growing a career in the largest market in software and developing deep expertise in MongoDB’s product portfolio

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)

MongoDB is built for change empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era enabling innovators to create transform and disrupt industries with software. MongoDB’s unified database platform the most widely available globally distributed database on the market helps organizations modernize legacy workloads embrace innovation and unleash AI. Our cloud-native platform MongoDB Atlas is the only globally distributed multi-cloud database and is available across AWS Google Cloud and Microsoft Azure.

With offices worldwide and over 60000 customers including 75% of the Fortune 100 and AI-native startups relying on MongoDB for their most important applications we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment guiding how and why we make decisions show up for each other and win. It’s what makes us MongoDB. 

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.

Req ID: 426236

What We Do

The database market is big. How big? Well according to IDC it’ll reach $153 billion by 2027. And MongoDB is at the forefront of that innovation with thousands of customers across the globe. We empower developers and businesses to build and deploy the applications they want wherever they want.

Why Work With Us

We are ambitious. We are passionate about creativity. And we believe the best paths are the ones we have yet to forge.

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