Principal Partner Specialist

In this Partner Sales Leader role, you drive pipeline growth and new business through SI partners in a fast-changing, high-growth database company. You lead partner relationships, coordinate with global teams, and push a high-velocity, enterprise sales motion in a hybrid Frankfurt setting. You’ll shape the partner strategy, enablement, and execution to meet ambitious bookings targets and expand MongoDB’s partner-driven footprint. You join a people-first culture that values feedback, big thinking, and fast iteration to win in the market.

• fertility assistance
• generous parental leave
• wellbeing initiatives
• supportive culture
• hybrid work model
• employee development programs

• Prospect, qualify, and develop a partner-driven pipeline through SI Partners
• Collaborate with the Sales team to close deals and exceed bookings targets
• Recruit and nurture strong partner relationships to unlock growth opportunities
• Own partner-related activities at Area level and coordinate with Global teams
• Coordinate with Global Pillar teams for support and alignment
• Participate in sales enablement trainings and leadership programs
• Identify NWLs with SI Partners and influence new business opportunities
• Support and drive a structured, multi-step sales process in a complex environment

• BA/BS required
• 8+ years field sales experience with quota-carrying roles in fast-paced markets
• 8+ years generating pipeline and selling through SI Partners in a matrix organization
• Proven ability to articulate business value of enterprise tech
• Track record of overachievement and meeting sales targets
• Experience building champions and managing complex sales cycles
• Sales methodology training (e.g., MEDDIC, SPIN, Challenger Sales)
• Familiarity with databases, DevOps and open source tech is a plus
• Driven, competitive, with strong time and resource management
• Quick learner with credibility, high EQ and self-awareness
• Passion for growing in software databases and MongoDB products

• strong communication
• high emotional intelligence
• credibility and relationship-building
• enterprise sales in tech
• experience with SI Partners
• knowledge of databases/DevOps/open source