Senior Director, Partner Specialists

Senior Director – AWS Cloud Partner Specialist (EMEA)

Lead and coach the AWS Cloud Partner Specialist team to achieve regional business objectives and partnership goals. Build executive-level relationships between AWS and MongoDB, drive a robust EMEA 360 strategy, own the team’s quota for new business generation, and regularly commute to a central office location.

• Develop, coach, and manage the Cloud Partner Specialist team.
• Build and cultivate executive-level relationships between AWS and MongoDB.
• Define and execute a robust EMEA 360 strategy with AWS, proactively prospecting, qualifying, and developing a sales pipeline through our cloud partners.
• Report to the VP WW Cloud and own all strategic and operational aspects of the AWS relationship.
• Drive and oversee large and strategic deals in partnership with MongoDB field sales, partners, and AWS sales teams.
• Interlock with the Global Cloud Program team for backup, support, and pipeline generation.
• Own the team’s quota for generating new business and uncovering new workloads/logos via cloud partners.
• Ensure the team generates strategic joint pipeline with AWS and effectively supports the direct sales force on defined end-user sales pursuits.
• Forecast co‑sell Net ARR (Annual Recurring Revenue) and strategic new NARR by AWS to sales leadership on a weekly basis, providing strategic insights and performance analysis.
• Work closely with AWS & MongoDB Sales Leadership, Solution Architects, Marketing, and Sales Operations to align region-wide initiatives.

• 8+ years of quota‑carrying direct strategic sales or partner/channel sales experience.
• Minimum of 3+ years of management or team leadership experience, ideally with hyperscaler co‑selling.
• Solid experience in defining and executing pipeline generation strategies at a management level.
• Proven experience working in and leading teams within a heavy sales matrix model.
• Relevant experience and knowledge of open source, enterprise software, SaaS, database, or cloud computing.
• Excellent verbal, written, and presentation skills, including the ability to communicate complex strategies to executive leadership.
• Proven ability to lead teams through complex sales cycles and manage multiple stakeholders.
• Experience developing successful and scalable technology partnership programs.
• Ability to engage, influence, and negotiate with C-level executives.
• College degree in business, economics, engineering, finance, science, math or similar.
• High EQ, self‑aware, and ability to work in a fast‑paced environment.
• Must be able to commute to a central office location on a regular basis.

• Previous Sales Methodology training (e.g., MEDDIC, SPIN, Challenger Sales).
• Rapidly establish credibility and coach others.
• Energetic, resourceful, entrepreneurial team player and effective leader.

MongoDB is an equal opportunities employer. 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.