About the role
MongoDB is seeking a driven, results-oriented professional with the passion and initiative to grow our business through strategic partnerships. The Senior/Principal Partner Specialist will execute high-impact Cloud and System Integrator (SI) partner strategies across the Japan market, developing and nurturing partnerships that create new revenue opportunities. You will work closely with leading partners and our sales teams to accelerate deals, enhance partner capabilities, and strengthen MongoDB's presence in this dynamic market.
We are establishing a Japan entity soon and are looking to speak with candidates based in the Tokyo area who can work in a hybrid model.
What you will be doing
- Develop and execute strategic Cloud (AWS, Microsoft Azure, Google Cloud) and SI Partner strategy across the Japan market, including local SIs and global SIs (NTT, Fujitsu, NEC, CTC, EY, PwC, Infosys, TCS, Wipro, etc.)
- Recruit and develop effective partner relationships that create growth opportunities and mutual benefits
- 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 and meet or exceed monthly, quarterly, and annual booking objectives
- Lead engagement with Cloud and strategic SI Partners to develop their sales, pre-sales, and delivery capabilities in line with our strategy of amplifying partners with capabilities and certifications to deliver customer value
- Collaborate with cross-functional teams including Marketing, Partner Programs, Partner Enablement, Customer Success, and Solutions Consulting to drive pipeline generation and deal progression
- Participate in our sales enablement trainings, including our comprehensive Sales Bootcamp, advanced sales training, and leadership and development programs
What you bring to the table
- 12+ years of quota-carrying experience generating pipeline and selling through Cloud Partners (CSPs), Global/Local System Integrators (SIs), and ISVs in a complex sales matrix environment
- Alignment with MongoDB's leadership principles and company values
- Fluency in Japanese and English at business level or higher
- Demonstrated ability to articulate the business value of complex enterprise technology to stakeholders
- Track record of consistently achieving and exceeding sales targets
- Experience building business champions and managing complex sales processes
- Strong drive and competitive nature with a desire to succeed
- Skills in managing time and resources effectively; sound judgment in qualifying and prioritizing opportunities
- Concrete examples of creating and sustaining differentiated partner relationships
- Strong strategic thinking skills that blend consulting perspective and business strategy to create compelling partner initiatives
- Ability to adapt to complexity and continuous change while demonstrating strong critical thinking
- Ability to learn quickly, establish credibility with high emotional intelligence and self-awareness
Things we love
- Passion for growing your career in the largest software (database) market and commitment to developing and maintaining in-depth understanding of MongoDB products
- Previous sales methodology training (e.g., MEDDIC, SPIN, Challenger Sales)
- Familiarity with databases, developer ecosystems, and open source technology
About MongoDB
MongoDB is built for change, empowering our customers and employees 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 available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and over 67,000 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. 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 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 ID: 426220