About the role
At MongoDB, we are looking for a professional with the passion, initiative, and strong results-orientation to grow our business through strategic partnerships.
The Senior/Principal Partner Specialist will be responsible for driving high-impact partner strategies with cloud providers and System Integrators (SIs) across the Japanese market, as well as developing and nurturing partnerships that lead to new revenue opportunities.
You will work closely with leading Japanese partners and our internal sales teams to accelerate deal progression, enhance partner capabilities, and contribute to strengthening MongoDB's presence in this dynamic market.
We are planning to establish a Japanese entity soon and would like to speak with candidates residing in the Tokyo metropolitan area who can accommodate a hybrid work model.
What you will be doing
- Develop and execute strategies for cloud (e.g., AWS, Microsoft Azure, Google Cloud) and SI partners, including local and global SIs (e.g., NTT, Fujitsu, NEC, CTC, EY, PwC, Infosys, TCS, Wipro, etc.) across the Japanese market.
- Prospect, develop, and nurture relationships with influential partners to create growth opportunities and build mutually beneficial relationships.
- Proactively and consistently identify, qualify, and build a sales pipeline through cloud partners, local/global SIs, and ISV partners.
- Collaborate with the Enterprise Sales team to lead deal closures and achieve or exceed monthly, quarterly, and annual booking targets.
- Lead engagement with cloud and strategic SI partners to enhance their sales, pre-sales, and delivery functions, thereby realizing our strategy of "expanding customer value through capable and certified partners."
- Work with cross-functional teams including Marketing, Partner Programs, Partner Enablement, Customer Success, and Solutions Consulting to drive pipeline generation and deal progression.
- Actively participate in our sales enablement training, including comprehensive sales bootcamps, leadership/talent development programs, and other internal training initiatives.
What you bring to the table
- 12+ years of experience in a quota-carrying role within complex matrixed sales organizations, including experience generating pipeline and selling through Cloud Partners (CSPs), global/local SIs, and ISVs.
- Alignment with MongoDB’s leadership principles and core values, with the ability to embody them in daily work.
- Business-level or higher communication skills in both Japanese and English.
- Ability to clearly articulate the business value of complex enterprise technology to stakeholders.
- A proven track record of consistently achieving and overachieving sales targets.
- Experience and skills in identifying and developing business champions and leading complex sales processes.
- High results-orientation, a healthy competitive spirit, and a strong drive for success.
- Skills in effectively managing time and resources, and the ability to accurately qualify and prioritize opportunities.
- Concrete achievements in building and maintaining differentiated partnerships.
- Strong strategic thinking skills, with the ability to combine a consultative perspective with business strategy to plan and promote compelling partner initiatives.
- Ability to adapt flexibly to high complexity and continuous change, while demonstrating strong critical thinking.
- Ability to quickly absorb new knowledge, combined with high self-awareness and EQ to earn trust from those around you.
Things we love
- Passion for growing your career in one of the largest software markets (databases) and a desire to continuously deepen your understanding of MongoDB products.
- Experience with sales methodology training such as MEDDIC, SPIN, or Challenger Sales.
- Understanding of and affinity for databases, developer ecosystems, and open-source technology.
About MongoDB
MongoDB is a database "built for change," helping our customers and employees innovate at the speed of the market.
We are redefining the database for the AI era, enabling innovators to create, transform, and disrupt industries through the power of software.
As the most widely available, globally distributed database on the market, MongoDB’s unified data platform helps enterprises modernize legacy workloads, embrace innovation, and unlock the value of AI.
Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database available on AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and approximately 60,000 customers—including 75% of the Fortune 100 and many AI-native startups—relying on MongoDB for their most critical applications, we are powering the next era of software.
At MongoDB, we use the principles outlined on our Company Information page as a compass to define why and how we make decisions, how we treat each other, and how we achieve success. This is what makes MongoDB, MongoDB.
To maximize individual growth and business impact, MongoDB is committed to fostering a rich corporate culture where everyone can support each other and grow. As highlighted in our Employee Benefits article, MongoDB prioritizes employee well-being and aims to support them at every stage of their career and life.
Additionally, our Life at MongoDB blog features stories about our culture and employees. We invite you to take a look and join us in making a positive impact on the world.
MongoDB is committed to providing reasonable accommodations for individuals with disabilities during the recruitment and interview process.
If you require any accommodations due to a disability, please inform your recruiter.
MongoDB is an equal opportunity employer.