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About the Role
We are seeking a driven and results-oriented professional to grow our business through strategic partner relationships. The Principal Partner Specialist will execute high-impact Cloud and System Integrators (SI) partner strategies across Australia, developing partnerships that create new revenue opportunities. You will collaborate with leading partners and our sales teams to accelerate deals, expand partner capabilities, and strengthen MongoDB’s market presence.
Responsibilities
- Develop and execute strategic Cloud and SI Partner strategy across the Australia market.
- Recruit and develop effective partner relationships, resulting in growth opportunities and mutual beneficial partnerships.
- Proactively prospect, identify, qualify and develop a sales pipeline through Cloud, Local or Global System Integrators and ISV Partners.
- Work with our Enterprise Sales team to close business to meet and exceed monthly, quarterly and annual bookings objectives.
- Lead engagement of Cloud and strategic SI Partners to develop their sales, pre-sales and delivery capabilities.
- Work with cross functional teams including Marketing, Partner Programs, Partner Enablement, Customer Success, Solutions Consulting teams to drive pipeline generations and deal progression.
- Participate in sales enablement trainings, including Sales Bootcamp, sophisticated sales training, and leadership and development programs.
Requirements
- 12+ years of quota-carrying experience generating pipeline and selling through Cloud Partners, Global/Local System Integrators and ISVs in a heavy sales matrix model.
- Aligned with MongoDB’s leadership principles and company values.
- Demonstrated ability to articulate the business value of complex enterprise technology.
- A track record of overachievement and hitting sales targets.
- Skills in building business champions and running a complex sales process.
- Drive and a competitive nature; possess a strong desire to be successful.
- Skills in managing time and resources; sound approach to qualifying opportunities.
- Examples of creating and sustaining differentiated partner relationships.
- Strong strategic thinking skills, blending consulting and business strategy to create compelling partner initiatives.
- Ability to adapt to complexity and continuous change; demonstrates strong critical thinking.
- Aptitude to learn quickly and establish credibility, High EQ and self-aware.
Skills
- Cloud Partner (CSPs) sales
- Global/Local System Integrators (SIs) sales
- ISV sales
- Building business champions
- Running a complex sales process
- Managing time and resources
- Qualifying opportunities
- Creating and sustaining differentiated partner relationships
- Strategic thinking
- Consulting
- Business strategy
- Critical thinking
- Adaptability
- Quick learning
- Establishing credibility
- High EQ
- Self-awareness
Location
- Sydney
Work Type
- Hybrid
Experience Level
- 12+ years
Benefits
- Employee affinity groups
- Fertility assistance
- Generous parental leave policy
About the Company
- 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 nearly 60,000 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.
- We are committed to developing a supportive and enriching culture for everyone.
- We value our employees’ wellbeing and want to support them along every step of their professional and personal journeys.
Equal Opportunity
- MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process.
- MongoDB is an equal opportunities employer.