About this role
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, including Sales Bootcamp, advanced sales training, and leadership development initiatives
Requirements:
• Energetic, resourceful, entrepreneurial, and tenacious team player
• 5+ years of quota-carrying exper