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Senior Partner Specialist

Bengaluru

The worldwide data management software market is massive (According to IDC, the worldwide database software market, which it refers to as the database management systems software market, was forecasted to be approximately $82 billion in 2023 growing to approximately $137 billion in 2027. This represents a 14% compound annual growth rate). At MongoDB we are transforming industries and empowering developers to build amazing apps that people use every day. We are the leading developer data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.

We are looking for a hardworking, innovative ISV Manager with great energy, passion and initiative to drive aggressive ISV revenue growth and channel new business for the fastest growing and most popular database on the planet, MongoDB.  

The ISV Manager will have the exciting and unique opportunity to shape our ISV strategy. They will identify and develop a portfolio of ISVs, become intimate with their business and technical requirements and influence them to power their core products with MongoDB Atlas or Enterprise Advanced.  The ISV Manager owns ISV partner sell-with responsibilities for this strategic portfolio of ISVs and is responsible for creating and executing strategy with cross-functional teams that delivers strong value to the ISV, our joint end customers and MongoDB.

ISV Manager should have a proven track record of building and nurturing exec-level relationships with software customers, a hands-on approach to develop new opportunities, technical acumen, and the ability to close business in a fast paced work environment.

Key Responsibilities

  • Pipeline Generation - Identify and develop a portfolio of ISVs. Understand their business and requirements.  Drive their replatform to MongoDB from legacy technologies and ensure they power their core products with MongoDB Atlas or Enterprise Advanced
  • Partner Management - Create, implement and drive effective programs for ISV partners that ensure ISVs (a) have brand awareness internally and externally and drive new customer demand, (b) qualified ISVs are recommended for opportunities and deliver quality results, (c) ISVs understand what is required of them to drive success 
  • Product Success - Drive cadence with MongoDB Technical Resources and ISV’s Product, Engineering and Implementation leaders for product roadmap alignment and to ensure architectures are inline with best practices  
  • Partner Sales- Work with strategic ISVs on joint sales enablement and alignment to ensure ISV and MongoDB Sales teams understand the value of the joint-sale and how to engage. Drive lead tracking, deal registration and be the “go to” person for ensuring joint opportunities are  developed and closed-won
  • Demand Generation - Work with marketing to launch outbound and inbound campaigns to Identify, recruit and onboard new ISV partners and promote existing
  • Orchestrate cross-functional resources within the MongoDB organization to support you in delivering a valuable partnership with your ISVs, including MDB Sales, Marketing, Partner, Technical teams, and triangulating with other partners in our ecosystem
  • Interlock with WW Director of ISV for backup and support
  • Connect industry vertical ISVs into our Industry Solutions teams to drive joint go to market and co-sell opportunities with MongoDB field sellers

Administrative

  • Reporting line to Sr Director of Ecosystem Alliances  
  • Base Salary + Variable  

Skills Requested

  • Energetic, resourceful, upbeat, entrepreneurial, tenacious team player
  • Prior experience selling with and to ISVs  
  • 5+ years of quota-carrying experience generating pipeline and selling through Cloud Partners, VAR’s, SIs or ISVs, in a heavy sales matrix model
  • Proven ability to open doors, network and forge relationships 
  • Demonstrated ability to engage and influence C-level executives
  • Knowledge of enterprise software apps, SaaS, Database, and Cloud Computing
  • Consistent goal achievement in a highly competitive environment 
  • Ability to articulate the business value of complex enterprise technology through presentation, verbal and written communication 
  • Proven ability to structure proposals and build joint business plans with partners and or enterprise sales teams
  • Strong program and project management skills, ability to direct cross-functional processes and teams
  • Industry related experience in Financial Services, Telco,  Healthcare, Retail, Manufacturing, PubSec is a plus
  • Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales)
  • College degree (preferred) in business, economics, engineering, finance, science or math
  • Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
  • Meets MongoDB’s  technical depth and complexity for this role
  • Passionate about growing your career in the largest market in software (database) and developing and maintaining an in-depth understanding of MongoDB products

To drive the personal growth and business impact of our employees, we’re committed to developing an encouraging 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 is an equal opportunities employer.

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