Partner Programs Lead
MongoDB
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Posted on Aug 6, 2025
MongoDB’s mission is to empower innovators to create, transform, and disrupt industries by unleashing the power of software and data. We enable organizations of all sizes to easily build, scale, and run modern applications by helping them modernize legacy workloads, embrace innovation, and unleash AI. Our industry-leading developer data platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available in more than 115 regions across AWS, Google Cloud, and Microsoft Azure. Atlas allows customers to build and run applications anywhere—on premises, or across cloud providers. With offices worldwide and over 175,000 new developers signing up to use MongoDB every month, it’s no wonder that leading organizations, like Samsung and Toyota, trust MongoDB to build next-generation, AI-powered applications.
The database market is massive (the IDC estimates it to be $119B+ by 2025!) and MongoDB is at the head of its disruption. The MongoDB community is transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.
We are looking for a Partner Programs Lead to join our AWS Partner team and help our business grow with AWS in India. We are looking for a creative business development professional with extraordinary energy, passion to learn, and initiative to drive channel new business for the fastest-growing database in the world, MongoDB. The Partner Programs Lead role will own multiple GTM workstreams with one of MongoDB’s strategic partners i.e. AWS , for the entire region. This individual will be accountable for developing a strategy to drive incremental pipeline, increase sales productivity, improve co-sell execution, and launch new sales plays with AWS..
Though the focus is on India, the individual will be required to work on global programs too. So the individual should be flexible to work across different time zones when required.
We are looking to speak to candidates who are based in Gurugram for our hybrid working model.
Responsibilities
- Build and execute global GTM (co-selling, co-marketing, product alignment) programs with Azure Cloud with a direct reporting line to the Director of Partner Programs
- Liaison with internal teams (Product Management, Legal, Revenue, Finance, etc.) to launch new solutions, initiatives, and sales plays with Azure Cloud
- Own partner new business quota & pipeline creation for Atlas deals sourced and influenced by Azure Cloud sales teams
- Drive enablement and field alignment activities to deliver incremental MongoDB Atlas co-sell revenue with Azure Cloud
- Lead day-to-day operations of Azure Cloud Marketplaces and execute new initiatives to improve the effectiveness of the channel
- Prepare and deliver business reviews to MongoDB’s & Azure Cloud’s senior sales and partner leaders
- Interlock with extended Partner team - Cloud/Hybrid Specialists, Partner Marketing, Partner Architect Team - for backup and support
Requirements
- Business acumen, with a demonstrated track record of driving emerging/disruptive technologies
- End-to-end negotiation experience, including identifying, developing, and executing successful partnerships
- Excellent written and verbal communication skills, including group leadership and executive presentations
- Ability to assess technical and commercial feasibility for the partner and MongoDB
- 3-5 years in a direct sales role or partner/channel role with an Enterprise Software company
- Preferably have Program management skills
- Knowledge of generating pipeline and selling in the Cloud/Database/IaaS space
- Prior experience of working in a heavy sales matrix model is preferred
- Prior experience in working with AWS/Azure/GCP is preferred
- Technically knowledgeable in the enterprise software and cloud computing space
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 is an equal opportunities employer.
Req ID: 425514
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