Partner Development Manager

MongoDB Inc.; Gurugram District; On-site; INR 3,500,000 - 6,000,000; Full time

Job summary

MongoDB is seeking a Partner Development Lead based in India to drive strategic collaboration with AWS and grow Atlas-related revenue across the region. You will own GTM plays, enablement, and field alignment to maximize co-sell opportunities and accelerate growth in our AI-enabled data platform.

The role requires strong experience in enterprise software partnerships, a proven track record of pipeline delivery, and the ability to navigate complex sales environments with multiple internal

Qualifications

• 5+ years in a direct sales or partner/channel role with an enterprise software company.
• Working knowledge of the AI/ML ecosystem and hyperscaler AI stacks.
• Ability to discuss MongoDB Atlas positioning with AWS AI/ML teams.
• Proven track record of meeting or exceeding a pipeline or revenue quota via partner/channel moves.
• End-to-end negotiation experience in partnerships.
• Ability to assess technical and commercial feasibility for partner and MongoDB.
• Experience in a heavy sales matrix model; AWS/Azure/GCP exposure preferred.

Responsibilities

• Execute GTM plays with AWS Cloud to drive Atlas pipeline and revenue.
• Own partner-sourced and partner-influenced pipeline for Atlas deals with AWS Cloud sales teams.
• Drive enablement and field alignment to convert co-sell plays into revenue.
• 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.
• Collaborate with the extended Partner team (Cloud/Hybrid Specialists, Partner Marketing, Partner Architects) to execute plays in the field.

Skills

AI/ML ecosystem

Pipeline ownership

Negotiation

Partner/Channel experience

Sales enablement

Feasibility assessment

Matrix organization experience

Tools

AWS

Azure

GCP

Job description

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.

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