Senior Director, Partner Specialists

About the role

We are 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. You will own, on behalf of Area Vice President (AVP)

India Sales leader, all things Partner related in the region, ensuring that the strategy is executed with precision and accountability. The role requires you to develop a holistic regional partner strategy, aligning Solution, Services & Cloud Partners and aligning to AVP priorities while owning senior stakeholder engagement both internally and externally. You will be responsible for recruiting, onboarding and ramping new Partner Sales Specialists and accelerating their productive capacity to meet and exceed targets. In this position, you will own the Partner team quota for geographies and be fully responsible for the forecast, driving predictability and accuracy in pipeline planning. You will 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 to fuel sustainable growth. Furthermore, you will drive a culture of collaboration with cross functional teams, Partner Programs, CSM, SA, SDR and Sales to ensure alignment and shared success.

Key facts

What you'll do

Own, on behalf of Area Vice President (AVP)

India Sales leader, all things Partner related and act as the key liaison for all partner initiatives across the region.

Develop a holistic regional partner strategy, aligning Solution, Services & Cloud Partners and ensuring full integration with AVP priorities and corporate objectives.

Own senior stakeholder engagement both internally and externally, building trust and influence at the highest levels to secure strategic commitments.

Recruit, onboard and ramp new Partner Sales Specialists and accelerate their productive capacity through structured training and mentorship.

Own Partner team quota for geographies and be responsible for forecast, pipeline management, and ensuring accurate reporting to leadership.

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 to remove blockers and maximize joint outcomes.

Leverage data and performance insights to identify gaps, refine partner playbooks, and drive continuous improvement in partner productivity.

Champion the adoption of sales methodology and tools across the partner ecosystem to ensure consistency and excellence in execution.

Act as the primary point of contact for strategic partners, ensuring their success and alignment with MongoDB's long-term vision.

Provide leadership and guidance to the partner team, coaching on deal strategy, negotiation, and stakeholder management to elevate overall performance.

Collaborate with Product and Engineering teams to provide partner feedback and influence roadmap decisions that impact joint go-to-market efforts.

Represent MongoDB in key industry forums, partner conferences, and ecosystem events to strengthen our market presence and thought leadership.

Track and analyze partner performance metrics, identify trends, and implement corrective actions to optimize results.

Foster a high-performance culture rooted in collaboration, accountability, and integrity, in line with the company's leadership principles.

Requirements

Experience recruiting and managing a highly successful sales or partner sales team in complex enterprise environments.

10+ years of quota-carrying experience in a competitive market with a focus on new business generation and pipeline creation.

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 to both technical and executive stakeholders.

Skilled in building business champions and running a complex sales process through multiple stakeholders and decision criteria.

Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales) and the ability to adapt these frameworks to partner ecosystems.

Experience in developing and implementing repeatable mechanisms to drive efficiencies and scalability within the partner organization.

Ability to thrive in a fast-paced startup environment while maintaining a high level of professionalism and execution.

A track record of overachievement and consistently hitting or exceeding sales targets and quotas.

Driven and competitive: Possess a strong desire to succeed and a relentless focus on winning new business.

Skilled in managing time and resources effectively, with a sound approach to prioritizing and qualifying opportunities.

Intelligent: Possess aptitude to learn quickly, establish credibility, and build trust with diverse stakeholders. High emotional intelligence and self-awareness are essential.

Bachelor of Arts/Science degree required; advanced degrees or certifications in sales, business, or a related field are a plus.