Partner Development Manager

About this job

MongoDB is hiring a Partner Development Manager to join their AWS Partner team in Gurugram. In this role, you will help grow the business by collaborating with AWS as a strategic partner. MongoDB provides a modern, globally distributed data platform designed for the AI era, helping organizations modernize workloads and build innovative software. As a Partner Development Manager, your typical day involves planning and driving go-to-market strategies, boosting sales productivity, improving co-sell execution, and launching new sales plays with AWS. You will work closely with internal teams like Product Management, Legal, Revenue, and Finance, as well as external cloud sales teams, to build pipelines, drive AI-focused sales opportunities, and ensure smooth execution. This hybrid position requires high energy and initiative to expand MongoDB Atlas revenue alongside AWS.

Responsibilities

• Execute GTM plays with AWS Cloud to drive incremental Atlas pipeline and revenue.
• Own partner-sourced and influenced pipeline creation for Atlas deals.
• Drive enablement and field alignment to convert co-sell plays into closed-won revenue.
• Execute AI-focused sales plays with AWS to generate pipeline and revenue.
• Coordinate with internal teams to keep plays running and remove blockers.
• Collaborate with the extended Partner team to execute field strategies.

Requirements

• Working knowledge of the AI/ML ecosystem, generative AI, and vector search.
• Ability to speak credibly with AWS AI/ML specialist and partner teams.
• Proven track record of exceeding a pipeline or revenue quota.
• End-to-end partnership negotiation and execution experience.
• Ability to assess technical and commercial feasibility for MongoDB and partners.
• 5+ years in direct sales or partner/channel roles with an Enterprise Software company.

Good to have

• Prior experience working in a heavy sales matrix model.
• Prior experience working with AWS, Azure, or GCP.

Who should apply

This role is well-suited for business development and sales professionals who have a background in enterprise software and partner ecosystems. Candidates should be based in or willing to work from Gurugram under a hybrid model. You should apply if you possess strong experience in channel co-sell motions, strategic negotiations, and an understanding of cloud AI/ML stacks. This position requires at least 5 years of relevant experience, so it is not intended for freshers.

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