Principal Partner Specialist

About The Role

We seek a motivated and result-driven expert to expand our business through strategic alliances with Cloud and System Integrator (SI) partners in Australia. This Principal Partner Specialist role centers on implementing impactful partner strategies, cultivating collaboration with key partners and sales teams to accelerate deals, boost partner capabilities, and enhance MongoDB’s footprint in the competitive market.

The position is based in Sydney and follows a hybrid working model.

Key Responsibilities

• Design and implement strategies for Cloud partners (AWS, Microsoft Azure, Google Cloud) and System Integrators, both local and global (e.g., EY, PwC, KPMG, Infosys, TCS, Wipro), in the Australian region.
• Build and foster strong partner relationships to unlock growth opportunities and mutually beneficial partnerships.
• Proactively identify and qualify sales leads via Cloud and System Integrator channels as well as ISV partners to create a robust sales pipeline.
• Collaborate with Enterprise Sales teams to close deals, consistently exceeding sales targets on a monthly, quarterly, and annual basis.
• Lead the development of Cloud and strategic SI partners’ sales, pre-sales, and delivery skills aligned with our strategic goals, enhancing partner certifications and capabilities.
• Coordinate across departments including Marketing, Partner Programs, Partner Enablement, Customer Success, and Solutions Consulting to drive pipeline creation and deal progression.
• Engage actively in sales enablement initiatives such as comprehensive Sales Bootcamp and advanced leadership training programs.

Candidate Profile

• Over 12 years of experience meeting quotas by generating sales through Cloud Partners, System Integrators (local and global), and ISV networks within complex sales frameworks.
• Alignment with MongoDB’s leadership principles and core values.
• Proven aptitude for communicating complex enterprise technology value propositions clearly.
• Consistent overachievement and surpassing of sales objectives.
• Competence in developing business champions and managing sophisticated sales cycles.
• Strong drive, competitiveness, and a resolute desire for success.
• Effective time and resource management, with a strategic approach to opportunity qualification.
• Demonstrated experience building and maintaining distinct, differentiated partner relationships.
• Excellent strategic thinking skills combining consulting insights and business acumen to formulate compelling partner initiatives.
• Adaptability in complex and evolving environments with strong critical thinking capabilities.
• Fast learner with high emotional intelligence and self-awareness to establish credibility quickly.

Desirable Attributes

• Keen interest in advancing a career within the software database industry and deepening expertise in MongoDB products.
• Previous training in sales methodologies such as MEDDIC, SPIN, or Challenger Sales preferred.
• Familiarity with database technologies, developer ecosystems, and open-source platforms is advantageous.

About MongoDB

MongoDB is redefining database technology for the AI era, empowering innovators to transform industries with cutting-edge software. Our platform, including the cloud-native MongoDB Atlas, spans AWS, Google Cloud, and Microsoft Azure, serving nearly 60,000 customers worldwide, including most of the Fortune 100 and AI-native startups. Our values drive our decisions and culture, fostering growth and success within a diverse, supportive environment.

We are committed to accessibility and equality in our recruitment and employment practices and provide accommodations for applicants with disabilities upon request.