Every sales play, program change, funding update, and PRM release we build across MongoDB's partner ecosystem only creates value if the people who need to use it actually know how. We're looking for a Senior GTM Enablement Manager to drive this end to end. This is a dual mandate: enabling our external partners (SIs, ISVs, and cloud partners) to sell, deliver, and support MongoDB effectively, and enabling our own internal partner organization (Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, and everyone else in the ecosystem function) to stay current on products, programs, and the frequent changes that come out of a fast-moving partner strategy.
You'll report to the Global Head of Partner Enablement and build the Japanese enablement function supporting the entire Japan partner organization.
We are looking to speak to candidates who are based in Tokyo for our hybrid working model.
What You'll Do
Enable external partners
- Develop and own the local Partner Enablement strategy in alignment with the Global Partner Enablement strategy across all key external partners (SIs, OEMs, Resellers, ISVs, cloud/hyperscaler partners)
- Deliver end to end Partner Enablement for the Japanese Partner ecosystem - partner onboarding, certification pathways (including MongoDB's SI Associate and SI Architect tracks), and ongoing training content that keeps partners current on MongoDB products, sales plays, and programs
- Design and run delivery mechanisms — workshops, on-demand training, partner summits, webinars — that fit how different partner types (SI, ISV, cloud) actually consume enablement
- In partnership with L&D and Sales Plays & Offerings teams, ensure local training assets are suitable for local market priorities and enablement approaches
- Identify key local metrics to support ecosystem growth, completing impact analyses with key stakeholders to ensure progress and ROI tracking
Enable the internal partner organization
- Develop and deliver a standing internal enablement cadence that keeps the Japan internal partner org — Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team — current on product updates, program and funding changes, and platform releases
- Treat every significant change coming out of Partner Programs (new tiers, incentives, funding models) or the PRM roadmap as an enablement event, not an email — make sure the internal team knows it's coming, what it means, and how to talk about it before partners ask
- Leverage internal enablement formats (briefings, quick-reference guides, office hours) sized to a fast-moving team rather than a heavyweight training program that are localised for the Japan market
Local Alignment
- Voice of the Partner & Feedback Loops: Capture insights, localized needs, and enablement gaps directly from Japanese partners, channeling feedback back to global enablement and product teams to refine global offerings
- Cross-Functional Regional Alignment: Partner closely with Japan sales leadership, APJ alliance directors, and local field marketing to align enablement initiatives with regional pipeline generation and co-selling motions
What You'll Bring
- 7+ years of experience in partner enablement, channel enablement, or sales enablement at a B2B SaaS or infrastructure/data company, including experience leading a team
- Fluency in both Japanese and English (business level or above)
- A track record of delivering enablement for external partners (certification, onboarding, content) across various mechanisms (virtual, in-person, on-demand) and demonstrated experience enabling internal revenue or partner functions
- Excellent cross-functional collaboration skills; comfortable working with Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team as primary stakeholders
- Excellent written and verbal communication — able to translate technical or program-level change into clear, actionable enablement content for very different audiences (partners vs. internal teams)
Nice to Have
- Experience running a partner certification program at scale (e.g., technical or sales certifications with defined tiers)
- Familiarity with PRM platforms and how enablement content and certification tracking integrate with them
- Experience with AI-assisted content creation or delivery tools to scale enablement production
- Background in database, cloud infrastructure, or developer-focused technology
What Success Looks Like in the First Year
- A clear local enablement plan that is being executed in a structured, engaging manner, driving enablement metrics
- A running internal enablement cadence that the Japanese partner org relies on for every significant product, program, or PRM change
Senior GTM Enablement Manager (Japanese version, translated)
Every sales play, program change, funding update, and PRM release across MongoDB's partner ecosystem only creates value once the people using them understand how. This Senior GTM Enablement Manager role drives that work end to end.
The role has two parts. The first is helping external partners (SIs, ISVs, cloud partners) sell, deliver, and support MongoDB effectively. The second is helping the internal partner organization (Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, and the rest of the ecosystem function) stay on top of products, programs, and the frequent changes that come with a fast-moving partner strategy.
Reporting to the Global Head of Partner Enablement, you will build from the ground up the enablement function for Japan, supporting the entire Japan partner organization.
Responsibilities
Enabling external partners
- Develop and drive the local Partner Enablement strategy, aligned with the Global Partner Enablement strategy, for key external partners (SIs, OEMs, resellers, ISVs, cloud/hyperscaler partners)
- Deliver consistent Partner Enablement across the Japan partner ecosystem, from onboarding and certification pathways (including MongoDB's SI Associate and SI Architect tracks) to ongoing training content that keeps partners current on MongoDB products, sales plays, and programs
- Design and run delivery formats such as workshops, on-demand training, partner summits, and webinars that suit how different partner types (SI, ISV, cloud) actually learn
- Working with L&D and Sales Plays & Offerings teams, ensure local training assets fit Japan market priorities and enablement approaches
- Define key local metrics to support ecosystem growth, and run impact analyses with key stakeholders to track progress and ROI
Enabling the internal partner organization
- Design and run a standing internal enablement cadence that keeps the Japan internal partner organization (Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team) current on product updates, program and funding changes, and platform releases
- Treat every significant change from Partner Programs (new tiers, incentives, funding models) or the PRM roadmap as an enablement event, not just an email. Make sure the internal team knows what is coming, what it means, and how to talk about it before partners ask
- Use lightweight internal enablement formats (briefings, quick-reference guides, office hours) suited to a fast-moving team rather than heavy training programs, localized for the Japan market
Local alignment
- Voice of the Partner & Feedback Loops: Capture insights, localized needs, and enablement gaps directly from Japanese partners, and feed them back to global enablement and product teams to refine global offerings
- Cross-Functional Regional Alignment: Work closely with Japan sales leadership, APJ alliance directors, and local field marketing to align enablement initiatives with regional pipeline generation and co-selling motions
Requirements
- 7+ years of experience in partner enablement, channel enablement, or sales enablement at a B2B SaaS or infrastructure/data company, including experience leading a team
- Fluency in Japanese and English (business level or above)
- A track record of delivering external partner enablement (certification, onboarding, content) across multiple formats (virtual, in-person, on-demand), and experience enabling internal sales or partner functions
- Excellent cross-functional collaboration skills, comfortable working with Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team as primary stakeholders
- Excellent written and verbal communication, able to turn technical or program-level change into clear, actionable enablement content for very different audiences (partners vs. internal teams)
Nice to have
- Experience running a partner certification program at scale (e.g., technical or sales certifications with defined tiers)
- Familiarity with PRM platforms and how enablement content and certification tracking integrate with them
- Experience using AI-assisted content creation or delivery tools to scale enablement production
- Background in database, cloud infrastructure, or developer-focused technology
What success looks like in the first year
- A clear local enablement plan, executed in a structured and engaging way, that drives enablement metrics
- A running internal enablement cadence that the Japan partner organization relies on for every significant product, program, or PRM change
About MongoDB
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB's unified data platform, the most widely available, globally distributed data platform 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 data platform and is available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and over 67,000 customers, including AI-native startups and approximately 75% of the Fortune 100, 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 is an equal opportunities employer.
Requisition ID3273591314