Partner Development Manager
Lead partner development initiatives with AWS to drive business growth for MongoDB in a hybrid work environment.
Posted by employer 5 days ago
First seen on Joblaze 4 days ago
Last verified on the company career page 7 hours ago
What you'll build
- Execute GTM plays with AWS Cloud
- Own partner-sourced pipeline creation
- Drive enablement and field alignment activities
- Execute AI-focused sales plays
- Coordinate with internal teams
Must have
- 5+ years in a direct sales role or partner/channel role
- Proven track record of exceeding a pipeline or revenue quota
- End-to-end negotiation experience
Nice to have
- Prior experience working with AWS/Azure/GCP
- Experience in a heavy sales matrix model
AI in the day-to-day
Working knowledge of the AI/ML ecosystem and familiarity with hyperscaler AI stacks.
Requirements
- Experience
- 5+ years
Not disclosed in this posting: compensation, visa sponsorship.
Benefits
Joblaze summary
The Partner Programs Lead at MongoDB focuses on driving business growth through strategic partnerships with AWS, managing go-to-market initiatives to enhance sales productivity and pipeline creation. This role requires a solid understanding of the AI/ML landscape and experience in partner/channel sales, particularly within enterprise software. Ideal candidates will have a proven track record in exceeding revenue targets and negotiating partnerships, with a preference for those familiar with AWS or similar platforms. The position is part of a collaborative team environment aimed at leveraging MongoDB's capabilities in the AI era.
Joblaze insights
- Listed 4 days ago — first seen on Joblaze September 22, 2026. Last confirmed on MongoDB's careers page September 27, 2026.
- AI/ML appears in 3% of 33 comparable lead sales/marketing roles in India.
Quick facts
- Is the Partner Development Manager role remote?
- It's hybrid — MongoDB expects some on-site time in Gurugram.
- How much experience is required?
- At least 5 years of relevant experience for this Partner Development Manager role.
- Where is the role based?
- MongoDB is hiring for this position in Gurugram.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: AI/ML, ATLAS, AWS.
- What seniority level is this role?
- MongoDB targets lead candidates for this position.
- Is this full-time or contract?
- Full-time for this Partner Development Manager role at MongoDB.
From the original posting
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 & drive new sales plays with AWS.
We are looking to speak to candidates who are based in Gurugram, India for our hybrid working model.
Responsibilities
- Execute GTM (co-sell, co-marketing, product alignment) plays with AWS Cloud to drive incremental Atlas pipeline and revenue.
- Own partner-sourced and partner-influenced pipeline creation and revenue attainment for Atlas deals with AWS Cloud sales teams.
- Drive enablement and field alignment activities to convert co-sell plays into closed-won revenue with AWS Cloud.
- Execute AI-focused sales plays with AWS, driving pipeline and revenue from AI-related Atlas opportunities.
- Coordinate with internal teams (Product Management, Legal, Revenue, Finance) to keep plays running smoothly and remove execution blockers.
- Collaborate with the extended Partner team (Cloud/Hybrid Specialists, Partner Marketing, Partner Architects) to execute plays in the field.
Requirements
- 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.
- Able to speak credibly with AWS AI/ML specialist and partner teams about where MongoDB Atlas fits in an AI application stack.
- Proven track record of carrying and exceeding a pipeline or revenue quota, ideally through a partner/channel co-sell motion
- End-to-end negotiation experience, including identifying, developing, and executing successful partnerships.
- Ability to assess technical and commercial feasibility for the partner and MongoDB.
- 5+ years in a direct sales role or partner/channel role with an Enterprise Software company.
- Prior experience of working in a heavy sales matrix model is preferred.
- Prior experience in working with AWS/Azure/GCP is preferred.
With offices worldwide and over 67,000 customers, including AI-native startups and approximately 75% of the Fortune 100, relying on MongoDB for their most important applications, we’re powering the next era of software.
MongoDB is an equal opportunities employer.
Requisition ID 3273551313
Standard company text repeated across MongoDB's postings is omitted here.