Principal Partner Specialist, MongoDB

• The ideal candidate will have a proven track record in building high-impact partnership workstreams that go beyond transactional sales, focusing on co-innovation, market expansion, and long-term business value creation
• 10+ years of experience in strategic partnership development, or business development, in a fast-paced and competitive market with a focus on new business within the enterprise software, cloud, or SaaS space
• 5+ years of quota-carrying experience generating pipeline and selling through Capgemini in a heavy sales matrix model
• Deep expertise in engaging with and influencing Capgemini at an executive level and with an ability to articulate the business value of complex enterprise technology
• Demonstrated success in building scalable, high-impact Capgemini partnerships that drive sustainable business growth
• Strong ability to align Capgemini strategies with enterprise transformation trends, industry dynamics, and customer needs
• Excellent strategic thinking, negotiation, and relationship-building skills, with the ability to drive high-value, outcome-based partnerships
• Experience in a matrixed, global organization, with a track record of navigating complex internal and external stakeholder environments
• Strong executive presence, influencing skills, and ability to drive alignment across multiple teams and geographies
• Skilled in building Business and Operational champions within Capgemini
• A track record of overachievement and hitting sales targets
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Familiarity with databases, devops and open source technology a plus
• Drive and a competitive nature: Possess a strong desire to be successful
• Skills in managing time and resources; sound approach to qualifying opportunities
• Aptitude to learn quickly and establish credibility. High EQ and self-aware
• Passion to grow your career in the largest market in software (database) and a desire to develop and maintain an in-depth understanding of MongoDB products
• Willingness to travel as needed (~30-50%)

• We’re looking for a driven Partner Specialist (Capgemini) to lead the strategic development and expansion of Capgemini partnership across the EMEA region, for the fastest growing database platform on the planet, MongoDB
• This individual will be responsible for developing and executing strategic workstreams with Capgemini, resulting in new revenue streams, increasing market penetration, and enhancing our competitive position
• Strategic Partnership Development: Establish and build strong and effective Capgemini relationships, high value long-term partnerships, resulting in growth opportunities that align with MongoDB’s growth strategy and market ambitions
• Go-to-Market Leadership: Develop and drive a structured Capgemini engagement strategy, ensuring alignment with our enterprise sales and product roadmaps
• Executive Relationship Management: Cultivate strong, executive-level relationships with Capgemini leadership to shape joint initiatives and drive strategic investments
• Market Influence & Expansion: Identify emerging market opportunities within EMEA, leveraging Capgemini partnership to accelerate adoption and expansion into new industries and geographies
• Thought Leadership: Position MongoDB as a strategic partner of choice for Capgemini by driving collaborative success stories, joint industry events, and strategic marketing initiatives
• Performance & Business Impact: Define clear success metrics, measure partner effectiveness, and ensure Capgemini engagements contribute significantly to top-line growth and market leadership
• Governance: Monitoring the performance in the region and addressing any deviation from plan
• Building Strong Internal Sales and Ecosystem Partnerships: Work closely with internal sales teams, marketing, and the broader ecosystem to ensure Capgemini engagements are well-integrated and drive measurable business impacts
• Coaching the in-country EMEA SI specialists in engaging and driving account alignment with Capgemini teams
• Working closely with offshore Capgemini specialists to ensure end-to-end influence on the key global accounts

• Rich health insurance coverage
• Virtual & on-site fitness classes
• Health screenings & telemedicine
• Access to transgender-inclusive health insurance coverage
• Global and internal mobility opportunities
• Equity & Employee Stock Purchase Program
• Pension & retirement programs
• Income Protection
• Flexible PTO is offered to every US employee & competitive time off policies for non-US employees
• Employee Assistance Program
• Mental health counseling
• Free meditation app access
• Fertility & adoption financial assistance
• Parental counseling for new parents
• 20 weeks of fully paid gender neutral parental leave & flexible work arrangements
• 4 weeks of emergency care leave

Total funding: $311.1m

MongoDB is an open-source, cross-platform, document-oriented database system. It stores data as JSON-like documents and is written in C++, Go, JavaScript and Python.