IBM Co-Sell Principal

The worldwide data management software market is massive (IDC forecasts it to be $138 billion by 2026!). At MongoDB we are transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.

We are looking for a hardworking, innovative IBM Co-Sell Leader  with great energy, passion and initiative to channel new business for the fastest growing and most popular database on the planet, MongoDB.  

This IBM Co-Sell IBM Co-Sell Principal will have the exciting and unique opportunity to develop, execute and scale a world class Co-Sell Partnership Program that delivers strong value to our IBM partnership, our joint end customers and MongoDB.  The Principal will lead our IBM OEM sales globally, support joint GTM with IBM and be instrumental in driving MongoDB revenue growth, and filling product gaps.  

This IBM Co-Sell IBM Co-Sell Principal should have a proven track record of building and nurturing exec-level relationships with technology companies, a hands-on approach to developing new sales opportunities, technical acumen, and work cross functionally in a fast paced work environment. The IBM Co-Sell Principal will be the internal IBM expert and help us externally drive business jointly with IBM sellers.

This role will be based remotely in North America.

What you will be doing

• Partner Strategy - Perform industry and regional analysis to guide IBM co-sell globally
• Partner Success - Create, implement and drive effective programs for our IBM partnership. Ensure (a) have brand awareness internally and externally and drive new customer demand, (b) MongoDB is recommended for IBM customer opportunities (c) hold both sides accountable to what is required to drive success 
• Partner Management: Build and drive all aspects of partnership including partner validations, KPIs, QBRs, relationships, and other cadence
• Joint Product Success - Drive cadence with MongoDB Technical Resources and IBM’s Security and Engineering leaders for validating integrations, product roadmap alignment and to ensure joint integrations and architectures align with best practices  
• Partner Sales- Work with IBM on joint sales enablement and alignment to ensure Sales teams understand the value of the joint-sale and how to engage. Create sales initiatives and GTM strategies that will drive joint customer demand. Drive lead tracking, deal registration and pipeline development
• Orchestrate cross-functional resources internally and externally to support you in delivering a valuable partnership with IBM, including Product, Sales, Pre-Sales, Marketing, Legal, Partner and triangulating with other partners in our ecosystem

Qualifications:

• Energetic, resourceful, upbeat, entrepreneurial, tenacious team player
• Experience with IBMs OEM and reseller motions
• Prior experience selling with and to technology companies 
• 5-10 years of quota-carrying experience generating pipeline and selling through or with IBM
• Understanding & knowledge of IBM’s Data and AI products, IBM cloud, IBM Z and Power ecosystem  
• Proven experience developing successful and scalable partnership programs
• Proven ability to open doors, network and forge relationships 
• Demonstrated ability to engage and influence C-level executives
• Relevant experience and knowledge of opensource, enterprise software apps, SaaS, Database or Cloud Computing
• Consistent goal achievement in a highly competitive environment 
• Ability to articulate the business value of complex enterprise technology through presentation, verbal and written communication  
• Proven ability to structure proposals and build joint business plans  
• Strong program and project management skills, ability to direct cross-functional processes and teams with timely deliverables  
• Experience developing and promoting technology partner value propositions to direct sales organizations and implementing GTM programs including joint sales enablement, demand generation, lead tracking, deal registration and joint sales reporting
• Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales)
• College degree in business, economics, engineering, finance, science, math or similar 
• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
• The ability to work in fast paced environment, be trusted to drive initiatives autonomously and gain buy in from a wide collection of stakeholders
• Passionate about growing your career in the largest market in software and developing and maintaining an in-depth understanding of M