Principal Partner Specialist, Google Cloud

We are looking for a hardworking, innovative Principal Partner Specialist, Google Cloud with great energy, passion, and initiative to channel new business for the fastest growing and most-popular database on the planet, MongoDB.

The Principal Cloud Partner Specialist will lead the strategic pursuit of large-scale transformation opportunities across the customer base, act as the deal-maker across Google Cloud & MongoDB, and own the end-to-end partner relationship. The role will be supported by Google Cloud & MongoDB Sales Leadership, Solution Architects, Marketing, and Sales Operations, all geared towards the success of the individual.

This individual will own the Go-to-Market (GTM) strategy with Google Cloud in the US-East region, and will be responsible for generating incremental pipeline via our cloud partnerships, growing deal size and accelerating sales cycle, and close business leveraging our partner programs. Must be located in the United States, preferably on the East Coast, with the ability to commute into the New York City headquarters office as needed.

Responsibilities

Build & leverage Executive-level relationships between Google Cloud & MongoDB to create and close business

Proactively prospect, identify, qualify, and develop a sales pipeline to and through our cloud partners

Report to the Head of Global Co-sell for GCP and own, on behalf of AVP Northeast & AVP Southeast, all things Google Cloud related

Drive large and strategic deals in partnership with the MongoDB field sales, partners, and Google Cloud sales teams

Interlock with the Global Cloud Program team for backup, support, and pipeline generation

Own Quota for generating new business and uncovering new workloads/logos via cloud partners

Generate strategic joint pipeline with Google Cloud and support direct sales force on defined end-user sales pursuits

Forecast co-sell Net ARR (Annual Recurring Revenue) and sourced new workloads by cloud partners to sales leadership on a weekly basis

Requirements

8 + years experience in a quota carrying direct strategic sales or partner/channel sales, ideally with experience co-selling with the hyperscalers

Solid experience in generating pipeline and sales forecasting

Experience in working in 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

Proven ability to drive complex sales cycles, demonstrating multiple stakeholder management

Experience developing successful and scalable technology partnership programs

Ability to engage & influence C-Level executives

Given the profile of this role, we are looking for consistent overachievers

Things we love

Energetic, resourceful, upbeat, entrepreneurial, tenacious team player

Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales)

College degree in business, economics, engineering, finance, science, math or similar