Senior Director, AWS Cloud Partnerships - EMEA in London

We are looking for an inspiring, results-oriented individual to manage the AWS Cloud Specialist team in EMEA. This is a high impact and quota carrying role leading our strategic partnership with AWS. This individual must have credibility at the Executive level to build relationships with senior stakeholders at AWS and MongoDB. This individual will own the 360 partner strategy with AWS in EMEA, and will be responsible for leading their team to generate incremental pipeline via our cloud partnerships, growing deal size, accelerating sales cycles, and closing business leveraging our partner programs. Must have the ability to commute into a central office location on a regular basis.

The role will work closely with AWS & MongoDB Sales Leadership, Solution Architects, Marketing, and Sales Operations, all geared towards the success of the region. We are looking to speak to candidates who are based in London for our hybrid working model.

Responsibilities

• Develop, coach, and manage the Cloud Partner Specialist team to achieve regional business objectives and partnership goals.
• Build & cultivate Executive-level relationships between AWS & MongoDB to create strategic alignment and close large-scale business.
• Define and execute a robust EMEA 360 strategy with AWS to proactively prospect, identify, qualify, and develop a sales pipeline to and through our cloud partners.
• Report to the VP WW Cloud and own all strategic and operational aspects of the AWS relationship.
• Drive and oversee large and strategic deals in partnership with the MongoDB field sales, partners, and AWS sales teams.
• Interlock with the Global Cloud Program team for backup, support, and pipeline generation.
• Own the team's Quota for generating new business and uncovering new workloads/logos via cloud partners.
• Ensure the team generates strategic joint pipeline with AWS and effectively supports the direct sales force on defined end-user sales pursuits.
• Forecast co-sell Net ARR (Annual Recurring Revenue) and strategic new NARR by AWS to sales leadership on a weekly basis, providing strategic insights and performance analysis.

Requirements

• 8+ years experience in a quota carrying direct strategic sales or partner/channel sales, with a minimum of 3+ years of management or team leadership experience, ideally with experience managing co-selling with the hyperscalers.
• Solid experience in defining and executing pipeline generation strategies at a management level.
• Proven experience working in and leading teams within a heavy sales matrix model.
• Relevant experience and knowledge of open source, enterprise software apps, SaaS, Database, or Cloud Computing.
• Excellent verbal, written, and presentation skills, including the ability to communicate complex strategies to executive leadership.
• Proven ability to lead teams through complex sales cycles, demonstrating expert multiple stakeholder management.
• Experience developing successful and scalable technology partnership programs.
• Ability to engage, influence, and negotiate with C-Level executives.

Given the profile of this role, we are looking for consistent overachievers and inspiring leaders.

Things we love

• Energetic, resourceful, upbeat, entrepreneurial, tenacious team player and effective leader.
• Passionate about people development.
• Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales).
• College degree in business, economics, engineering, finance, science, math or similar.
• Possess aptitude to learn quickly, establish credibility, and coach others.
• High EQ and self-aware.
• The ability to work in fast paced environment, be trusted to drive initiatives autonomously, manage a team, and gain buy-in from a wide collection of stakeholders.
• Passionate about growing your career in the largest market in software and developing and maintaining an in-depth understanding of MongoDB products.

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.

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.