Partner Development Manager
At a glance
Mid-level Channel & Partnerships role at MongoDB. Gurugram · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Run AWS co-sell, co-marketing, and product-alignment motions to grow Atlas pipeline and revenue
- Create partner-driven Atlas opportunities with AWS sales teams, then track pipeline and revenue results
- Equip AWS field teams and align stakeholders so joint sales motions become closed business
- Build AI sales motions with AWS around Atlas opportunities involving generative AI, LLMs, RAG, vector search, and agents
- Coordinate Product, Legal, Revenue, Finance, and Partner teams to clear blockers and deliver field plays
What you bring
- At least five years in enterprise software sales or partner and channel work
- A record of meeting or surpassing pipeline or revenue targets, preferably through partner co-selling
- Practical command of AI and machine-learning ecosystems and hyperscaler AI offerings
- Experience negotiating partnerships from initial development through execution, including technical and commercial assessment
- Credible experience discussing Atlas’s place in AI application stacks with AWS specialist and partner teams
Who this fits
This role suits a partner or enterprise sales professional who can carry a commercial target and work across a complex sales matrix. You’ll be based in Gurugram, India and work in a hybrid model. Familiarity with AWS, Azure, or GCP is preferred, while AWS partner and AI sales experience directly matches the work.
From the employer
We are looking for a Partner Development Lead based in India to join our AWS Partner team and help our business grow with AWS. We are looking for a creative business development professional with extraordinary energy, passion to learn, and initiative to drive new business for the fastest-growing database in the world, MongoDB. The Partner Programs Lead role will own multiple GTM workstreams with one of MongoDB's strategic partners i.e. AWS, for the entire region. This individual will be accountable for developing a strategy to drive incremental pipeline, increase sales productivity, improve co-sell execution, and launch & drive new sales plays with AWS.
We are looking to speak to candidates who are based in Gurugram, India for our hybrid working model.
Responsibilities
- Execute GTM (co-sell, co-marketing, product alignment) plays with AWS Cloud to drive incremental Atlas pipeline and revenue.
- Own partner-sourced and partner-influenced pipeline creation and revenue attainment for Atlas deals with AWS Cloud sales teams.
- Drive enablement and field alignment activities to convert co-sell plays into closed-won revenue with AWS Cloud.
- Execute AI-focused sales plays with AWS, driving pipeline and revenue from AI-related Atlas opportunities.
- Coordinate with internal teams (Product Management, Legal, Revenue, Finance) to keep plays running smoothly and remove execution blockers.
- Collaborate with the extended Partner team (Cloud/Hybrid Specialists, Partner Marketing, Partner Architects) to execute plays in the field.
Requirements
- Working knowledge of the AI/ML ecosystem; generative AI, LLMs, RAG architectures, vector search/embeddings, and AI agents and familiarity with hyperscaler AI stacks and how partners package and co-sell AI solutions.
- Able to speak credibly with AWS AI/ML specialist and partner teams about where MongoDB Atlas fits in an AI application stack.
- Proven track record of carrying and exceeding a pipeline or revenue quota, ideally through a partner/channel co-sell motion
- End-to-end negotiation experience, including identifying, developing, and executing successful partnerships.
- Ability to assess technical and commercial feasibility for the partner and MongoDB.
- 5+ years in a direct sales role or partner/channel role with an Enterprise Software company.
- Prior experience of working in a heavy sales matrix model is preferred.
- Prior experience in working with AWS/Azure/GCP is preferred.
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 ID 3273551313
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