We are seeking a high-energy, innovative IBM Principal Specialist to drive new business for MongoDB, the world’s most popular and fastest-growing modern database platform. This role is a unique opportunity to build, execute, and scale a world-class IBM Co-Sell Partnership that delivers meaningful value to IBM, our joint customers, and MongoDB.
As the IBM Co-Sell Principal (Americas), you will own the IBM OEM and co-sell motion across the Americas (with a primary focus on North America). You will lead joint go-to-market initiatives, partner closely with IBM & MongoDB sellers, and play a critical role in driving MongoDB revenue growth, accelerating pipeline, and addressing skills, product and solution gaps through strategic partnership alignment.
The ideal candidate brings a proven track record of executive-level relationship building, hands-on sales execution, cross-organizational collaboration and success navigating large, complex enterprise deals. You will serve as MongoDB’s internal IBM expert for the Americas co-sell motion and be a trusted partner to IBM & MongoDB field sellers, working cross-functionally in a fast-paced, high-growth environment.
Responsibilities:
Work with IBM’s Americas partner ecosystems leads and regional sales leadership to continuously improve and optimize the account level engagement and go-to-market outcomes
Conduct industry and regional analysis to inform and optimize IBM co-sell strategy across the Americas, with emphasis on North America
Partner Sales Execution
Collaborate with IBM’s 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
Partner Sales Enablement
Drive joint sales enablement with IBM to ensure field alignment, clarity of value proposition, and effective engagement models
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Develop and execute GTM initiatives that generate joint customer demand
Oversee lead tracking, deal registration, pipeline development, and joint reporting
Manage interlocks with Americas MongoDB’s Sales team, Partner Sales and Solution Architect teams, Pre-sales, Post-sales, Deal Strategy, Legal, Revenue, Ops, Product Engineering, and Marketing
Build strong and effective relationships with both internal stakeholders and partner executives, as well as triangulation with other partnerships
Partner Management & Success
Build and manage all aspects of the IBM partnership, including KPIs, QBRs, executive relationships, and operating cadence
Ensure MongoDB is top-of-mind and recommended within IBM customer opportunities
Drive mutual accountability and execution against shared success metrics
Participate in MongoDB’s sales enablement programs, including Sales Bootcamp, advanced sales training, and leadership development initiatives
Requirements:
Energetic, resourceful, entrepreneurial, and tenacious team player
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 (Banking, Financial Services, and Insurance)
Understanding & 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
Technically knowledgeable in enterprise software and cloud computing space with familiarity with databases, DevOps, and open-source technology
Consistent record of exceeding goals in highly competitive environments
Strong communication skills with the ability to clearly articulate business value in complex enterprise sales
Acute attention to detail, particularly in licensing models and complex contract negotiations
Proven ability to structure and negotiate proposals and develop joint business plans
Experience developing partner value propositions and executing GTM programs, including joint enablement, demand generation, deal registration, and reporting
Formal sales methodology training (e.g., MEDDIC, SPIN, Challenger)
Strong ability to build champions and manage complex, multi-stakeholder sales cycles
Possess aptitude to learn quickly, problem solve, and establish credibility
Exhibit a high EQ and self-awareness to navigate various regional and cultural differences toward a common goal
Ability to operate autonomously in a fast-paced environment and gain alignment across broad stakeholder groups
Passion for growing a career in the largest market in software and developing deep expertise in MongoDB’s product portfolio
Why Join MongoDB
MongoDB invests heavily in the development of each of our new hires & continuous career development.
Best in breed Sales trainings in MEDDIC and Command of the Message, including our comprehensive Sales Bootcamps and development programs
New hire stock equity (RSUs) and employee stock purchase plan
Generous and competitive benefits (parental leave, fertility & wellbeing support)
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, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Req ID: 426236
MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only ap
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