We are seeking a high-energy, innovative IBM Principal Specialist to drive new business for MongoDB, the world’s most popular and fastest-growing modern database platform. This role is a unique opportunity to build, execute, and scale a world-class IBM Co-Sell Partnership that delivers meaningful value to IBM, our joint customers, and MongoDB
As the IBM Co-Sell Principal (Americas), you will own the IBM OEM and co-sell motion across the Americas (with a primary focus on North America). You will lead joint go-to-market initiatives, partner closely with IBM & MongoDB sellers, and play a critical role in driving MongoDB revenue growth, accelerating pipeline, and addressing skills, product and solution gaps through strategic partnership alignment
The ideal candidate brings a proven track record of executive-level relationship building, hands-on sales execution, cross-organizational collaboration and success navigating large, complex enterprise deals. You will serve as MongoDB’s internal IBM expert for the Americas co-sell motion and be a trusted partner to IBM & MongoDB field sellers, working cross-functionally in a fast-paced, high-growth environment
Responsibilities: Work with IBM’s Americas partner ecosystems leads and regional sales leadership to continuously improve and optimize the account level engagement and go-to-market outcomes Conduct industry and regional analysis to inform and optimize IBM co-sell strategy across the Americas, with emphasis on North America Partner Sales Execution Collaborate with IBM’s account teams and MongoDB direct sellers on large, complex joint opportunities Support and close business to meet or exceed monthly, quarterly, and annual bookings targets Partner Sales Enablement Drive joint sales enablement with IBM to ensure field alignment, clarity of value proposition, and effective engagement models Develop and execute GTM initiatives that generate joint customer demand Oversee lead tracking, deal registration, pipeline development, and joint reporting Manage interlocks with Americas MongoDB’s Sales team, Partner Sales and Solution Architect teams, Pre-sales, Post-sales, Deal Strategy, Legal, Revenue, Ops, Product Engineering, and Marketing Build strong and effective relationships with both internal stakeholders and partner executives, as well as triangulation with other partnerships Partner Management & Success Build and manage all aspects of the IBM partnership, including KPIs, QBRs, executive relationships, and operating cadence Ensure MongoDB is top-of-mind and recommended within IBM customer opportunities Drive mutual accountability and execution against shared success metrics Participate in MongoDB’s sales enablement programs, includi