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IBM Principal Specialist

1 week ago
United States
Full-time
Senior
Business Development
Sales and Business Development
AWS Azure GCP Google Tag Manager MongoDB
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MongoDB

MongoDB

MongoDB provides a developer data platform that simplifies data management and accelerates application development, enabling businesses to leverage modern database technology for innovative solutions across various industries.

Internet Software & Services
1K-5K
Founded 2007
View All Jobs 145

Description

  • Work with IBM Americas partner ecosystem leaders and regional sales leadership to improve account-level engagement and go-to-market outcomes.
  • Conduct industry and regional analysis to shape and optimize IBM co-sell strategy across the Americas, with emphasis on North America.
  • Collaborate with IBM account teams and MongoDB direct sellers on large, complex joint opportunities.
  • Support and close business to meet or exceed monthly, quarterly, and annual bookings targets.
  • Drive joint sales enablement with IBM to align field teams, clarify value propositions, and strengthen engagement models.
  • Develop and execute go-to-market initiatives that generate joint customer demand.
  • Oversee lead tracking, deal registration, pipeline development, and joint reporting.
  • Manage interlocks across Sales, Partner Sales, Solution Architecture, Pre-sales, Post-sales, Deal Strategy, Legal, Revenue Operations, Product Engineering, and Marketing.
  • Build and maintain strong relationships with internal stakeholders, partner executives, and other strategic partnerships.
  • Own the IBM partnership operating rhythm, including KPIs, QBRs, executive relationships, and mutual accountability against shared success metrics.

Requirements

  • 5+ years of quota-carrying experience generating pipeline and closing deals through or with IBM.
  • Experience working with or at IBM, including OEM and reseller motions.
  • Experience selling into BFSI accounts, including Banking, Financial Services, and Insurance.
  • Knowledge of IBM’s Data & AI portfolio, IBM Cloud, IBM Z & LinuxOne (IFLs), and the watsonx ecosystem.
  • Demonstrated ability to build executive-level relationships and influence C-suite stakeholders.
  • Technical knowledge of enterprise software and cloud computing, with familiarity in databases, DevOps, and open-source technology.
  • Consistent record of exceeding goals in highly competitive environments.
  • Strong communication skills and the ability to clearly articulate business value in complex enterprise sales.
  • Attention to detail, particularly in licensing models and complex contract negotiations.
  • Ability to structure and negotiate proposals, develop joint business plans, and execute GTM programs, including joint enablement, demand generation, deal registration, and reporting.
  • Formal sales methodology training such as MEDDIC, SPIN, or Challenger.
  • Strong ability to build champions and manage complex, multi-stakeholder sales cycles.
  • Ability to learn quickly, solve problems, and establish credibility.
  • High EQ and self-awareness to navigate regional and cultural differences toward a common goal.
  • Ability to operate autonomously in a fast-paced environment and align broad stakeholder groups.
  • Passion for growing a career in software and developing deep expertise in MongoDB’s product portfolio.

Benefits

  • Base salary range of $153,000 to $192,000 USD for U.S.-based candidates.
  • New hire stock equity (RSUs).
  • Employee stock purchase plan.
  • Flexible paid time off.
  • 20 weeks fully paid gender-neutral parental leave.
  • Fertility and adoption assistance.
  • 401(k) plan.
  • Mental health counseling and transgender-inclusive health insurance coverage.

Interested in this position?

Apply directly on the company website

Apply Now

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