Senior Director, Partner Specialists

MongoDB; Bengaluru; Hybrid; INR 1,500,000 - 2,100,000; Full time

Job summary

MongoDB is seeking a dynamic Senior Director of Partners to lead the Partner Sales team in India with a strong focus on people leadership and pipeline generation through partners.

Based in Gurugram with a hybrid working model, you will recruit, develop and manage a high‑performing team, align partner strategies with AVP priorities, and own regional quotas and forecasts while collaborating across Solution, Services, Cloud Partners, SI, and ISV ecosystems.

Qualifications

• 10+ years of quota-carrying experience in partner sales or a related field.
• Experience building and leading high-performance partner sales teams in a hybrid/complex market.
• Demonstrated ability to articulate the value of enterprise technology to diverse stakeholders.
• Proven track record of recruiting, onboarding and scaling sales talent.

Responsibilities

• Own partner-related area on behalf of AVP India Sales.
• Develop a regional partner strategy aligning with AVP priorities.
• Lead senior stakeholder engagement internally and externally.
• Recruit and ramp Partner Sales Specialists and accelerate productivity.
• Own Partner team quota and forecast.
• Enable and empower the team to build a cloud partner-led pipeline.
• Collaborate with cross-functional teams and partner programs.

Skills

Leadership

Partner sales

People management

Forecasting

Stakeholder management

Sales strategy

MEDDIC

Education

BA/BS

Tools

CRM (Salesforce)

Excel

Job description

We’re looking for a hardworking, driven leader with superb energy, passion and initiative to lead a Partner Sales team. The Partner Sales team concentrates driving co-sell and delivering incremental value to the field through formulating and executing a pipeline generation strategy through Partners, recruiting and building healthy mutual partnerships.

Reporting to Regional Vice President of Partners APAC, the Senior Director of Partners will cover India with a high focus on people leadership, recruiting and developing a high performance team fostering a culture of collaboration. With a people-first culture, which is echoed throughout the whole company, managing and leading our team is top of mind. Our sales leadership is committed to building the best salesforce in technology, with a legendary reputation of excellence and integrity. This means, inspiring and enabling success for everyone on the team. We provide the opportunity for all Senior Directors to sit with their peers and collectively learn from each other about how to better develop our people, recruit, retain, and use our data to get the best results for and from our people. All of us are committed to working hard in order to build something unparalleled in the industry.

We are looking to speak to candidates who are based in Gurugram for our hybrid working model.

Responsibilities

• Own, on behalf of Area Vice President (AVP) - India Sales leader, all things Partner related
• Develop a holistic regional partner strategy, aligning Solution, Services & Cloud Partners and aligning to AVP priorities.
• Own senior stakeholder engagement both internally and externally.
• Recruit, onboard and ramp new Partner Sales Specialists and accelerate their productive capacity.
• Own Partner team quota for geographies and responsible for forecast.
• Enable, develop and empower your team to proactively prospect, identify, qualify, and build sales pipeline through our Cloud Partners, Global, Regional and local System Integrators, and ISV partners.
• Drive a culture of collaboration with cross functional teams, Partner Programs, CSM, SA, SDR and Sales.

Requirements

• Experience recruiting and managing a highly successful sales or partner sales team
• 10+ years of quota-carrying experience in a competitive market with a focus on new business.
• 10+ years of quota-carrying experience managing a partner sales team generating pipeline and selling through Cloud Partners, Global/Regional System Integrators and ISV in a heavy sales matrix model, knowledge and experience with the Indian market
• Demonstrated ability to articulate the business value of complex enterprise technology
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Experience in developing and implementing repeatable mechanisms to drive efficiencies
• Ability to thrive in a fast-paced startup environment
• A track record of overachievement and hitting sales targets
• Driven and competitive: Possess a strong desire to be successful
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Intelligent: Possess aptitude to learn quickly and establish credibility. High EQ and self-aware.
• BA/BS required

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 75% of the Fortune 100 and AI-native startups, 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.

Req ID: 2273477182