Partner Development Manager

<p>We are looking for a Partner Development Lead based in India to join our AWS Partner team and help our business grow with AWS. We are looking for a creative business development professional with extraordinary energy, passion to learn, and initiative to drive 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 &amp; drive new sales plays with AWS.</p> <p>We are looking to speak to candidates who are based in Gurugram, India for our hybrid working model.</p> <h3>Responsibilities</h3> <ul> <li>Execute GTM (co-sell, co-marketing, product alignment) plays with AWS Cloud to drive incremental Atlas pipeline and revenue.</li> <li>Own partner-sourced and partner-influenced pipeline creation and revenue attainment for Atlas deals with AWS Cloud sales teams.</li> <li>Drive enablement and field alignment activities to convert co-sell plays into closed-won revenue with AWS Cloud.</li> <li>Execute AI-focused sales plays with AWS, driving pipeline and revenue from AI-related Atlas opportunities.</li> <li>Coordinate with internal teams (Product Management, Legal, Revenue, Finance) to keep plays running smoothly and remove execution blockers.</li> <li>Collaborate with the extended Partner team (Cloud/Hybrid Specialists, Partner Marketing, Partner Architects) to execute plays in the field.</li> </ul> <h3>Requirements</h3> <ul> <li>Working knowledge of the AI/ML ecosystem; generative AI, LLMs, RAG architectures, vector search/embeddings, and AI agents and familiarity with hyperscaler AI stacks and how partners package and co-sell AI solutions.</li> <li>Able to speak credibly with AWS AI/ML specialist and partner teams about where MongoDB Atlas fits in an AI application stack.</li> <li>Proven track record of carrying and exceeding a pipeline or revenue quota, ideally through a partner/channel co-sell motion</li> <li>End-to-end negotiation experience, including identifying, developing, and executing successful partnerships.</li> <li>Ability to assess technical and commercial feasibility for the partner and MongoDB.</li> <li>5+ years in a direct sales role or partner/channel role with an Enterprise Software company.</li> <li>Prior experience of working in a heavy sales matrix model is preferred.</li> <li>Prior experience in working with AWS/Azure/GCP is preferred.</li> </ul> <h3>About MongoDB</h3> <p>MongoDB is built for change, empowering our customers and our people to innovate at the speed