דרושים Principal Partner Specialist ב-Mongodb ב-India, Bengaluru

• 8+ years of total exp with 3+ years pre-sales experience with enterprise software and technical aptitude
• Working knowledge and ability to code with one or more modern scripting languages (e.g. Python, Node.js, SQL) and/or popular programming languages (e.g. C/C++, Java, C#)
• Experience with scalable and highly available distributed systems
• 2+ years of software development experience
• Excellent presentation and communication skills
• The ability to travel up to 50%
• A Bachelor’s degree or equivalent work experience

• Experience selling databases and/or deploying applications with any of the major cloud providers
• Experience with database programming and data modelling
• Knowledge of modern technologies - their function and integration requirements - e.g. Spark, cloud storage/streaming, API mgmt, Kafka, serverless.
• A cloud provider certification
• A MongoDB Certification

• You work with our advisory consulting partners on reference architectures, patterns, and AI blueprints for making the best use of MongoDB
• You confidently articulate the business value of MongoDB solutions and bridge this to technical value
• You partner with our account teams to help ensure success in accounts ranging from small startups to large enterprises
• You align to support sales with activities such as technical discovery, demos, proof of value, presentation, sizing, and documentation of technical decision criteria; working across a number of opportunities in parallel
• You translate technical concepts and patterns into business benefits for management and executives
• You act as a liaison, gathering feedback from the field to relay back to the Product Management team
• You will have the opportunity to help drive demand through participation in both industry-known trade-shows as well account-based marketing events
• You demonstrate resilience and sound judgment in dealing with business challenges
• You have an ability to drive customer demand within a sales territory, by being self-motivated, proactive and understanding the importance of a strong sense of urgency
• You proactively seek opportunities to support and mentor other pre-sales team members and share best practices
• You have situational awareness and react appropriately in group settings

• You successfully build and maintain effective relationships with technical partners, gaining their trust, influencing their decisions, and reinforcing their understanding of how MongoDB adds value to the broader ecosystem and needs of clients
• You understand the importance of a strong sense of urgency reflected through ability to drive partner demand within the sales territory
• You align to drive partner Center of Excellence strategies and create demand for MongoDB solutions
• You have a strong understanding of partner business model, value, and needs
• You demonstrate the ability to anticipate and respond appropriately to partner objections
• You are seen as a “Trusted Advisor” with technical partner stakeholders
• You team up to build joint proposals with partners for the client
• You drive strategy and implementation of solution architecture for products and services within the partner ecosystem of the region
• You can demonstrate technical expertise of general IT and application operations through mentorship of local partner organizations
• You create strategies that map specific industry trends to account base within local partner organizations
• You create strategies that map competitive threats within local partner organizations

• The rapidly expanding MongoDB product suite, including:
• Core database server
• Atlas (fully managed cloud database service)
• Atlas Data Lake
• Atlas Full-Text Search
• Realm
• Charts
• Other Tools and connectors - Ops/Cloud Manager, Compass, Connector for BI, Connector for Spark
• Market-relevant, complementary technologies e.g. Apache Kafka, Kubernetes
• Modern and popular architecture design patterns, methodologies and concerns e.g. microservices, event-driven architectures, DevOps, cloud, security
• Sales techniques and related soft skills - presentations, demonstrations, whiteboarding, discovery, objection handling
• Exposure to a wide variety of market verticals and broad spectrum of interesting use cases

• Proactively prospect, identify, qualify and develop a sales pipeline through our Global/Regional System Integrators and ISV partners
• Work with our Sales team to close business to meet and exceed monthly, quarterly and annual bookings objectives
• Recruit and build strong and effective partner relationships, resulting in growth opportunities
• Manage Partners at an Area level but loop back to Global team
• Interlock with Global Pillar teams for backup and support
• Participate in our sales enablement trainings, including our comprehensive Sales Bootcamp, sophisticated sales training, and leadership and development programs

• BA/BS required
• 12+ years of field experience in a partner facing role for a fast-paced and competitive market with a focus on new business generation
• 8+ years of quota-carrying experience generating pipeline and selling through Global/Regional System Integrators and ISV in a heavy sales matrix model
• Demonstrated ability to articulate the business value of complex enterprise technology
• A track record of overachievement and hitting assigned targets
• Skilled in building business champions and running a complex sales process
• Previous sales methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Familiarity with databases, devops and open source technology a plus
• Driven and competitive: Possess a strong desire to be successful
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Possess aptitude to learn quickly and establish credibility, High EQ and self-awareness
• Passionate about growing your career in the largest market in software (database) and developing and maintaining an in-depth understanding of MongoDB products

Req ID - 425473

• Stay at the forefront of the industry by staying abreast of the latest GenAI advancements and leveraging cutting-edge developments to fulfill migration projects
• Innovate new development processes, technologies, and project approaches as they evolve, especially from emerging GenAI capabilities
• Participates as the lead software developer on small Agile teams, delivering software-based solutions for migrating and modernizing customer legacy applications to MongoDB
• Expand migration playbooks where applicable and invigorate the team to be prepared to innovate, filling in gaps with creative solutions to solve challenges on each specific project, using experience to prioritise the best ideas
• Actively drive the technical part of sprint grooming, planning, and showcases alongside the project manager, providing ideas, suggestions and guidance to the rest of the team
• Provide technical direction to the team and partner with the project manager on projects to drive them to a successful conclusion. This includes managing technical challenges and risks and identifying mitigation strategies
• Study the current state of each legacy application, the desired target state outlined by the customer, and drive the technical planning, design and solution to get from source state to target state on each project
• Be prepared to change direction on projects, if customer or account team priorities change, and act in a way that brings the rest of the team with you on this direction change
• Face-off to lead technical personnel on the customer side to resolve issues and identify solutions

• 10+ years of experience working as a software developer, with 3+ years of experience as a technical lead
• Strong proficiency in Java
• Some experience and knowledge of Python or JavaScript/Node.js
• Strong experience in building applications that interact with relational databases using SQL
• Some experience of Enterprise Java (J2EE / JavaEE / Spring) application architectures
• History of delivering high-cadence modern applications with applied Agile methodologies, test-first development approaches, adopting CI/CD pipelines and using Git version control
• Proven experience in leading software/application development projects
• Able to provide technical direction and authority to the whole delivery team (to developers, the project manager and other customer and executive stakeholders)
• Strong written, verbal and presentation skills when collaborating with team members and external stakeholders within the wider MongoDB organization and the customer’s organization
• Strong strategic thinking capabilities to understand and align technical work with business goals
• Ability to travel and work on customer sites for a number of continuous weeks

• Working knowledge of microservices architectures and Domain-Driven Design approaches
• Some experience and knowledge of ORMs like Hibernate or JPA

Extra bonus skills (if missing, we will provide rapid onboarding enablement on these)

• Some experience in nascent GenAI technologies and approaches, such as using OpenAI API with GPT LLMs
• Practical experience of using MongoDB

**MongoDB is an equal opportunities employer**Req ID - 425326