IBM Principal Specialist
Core
Drive new business for MongoDB by building and executing a world-class IBM Co-Sell Partnership across the Americas to deliver value to joint customers and accelerate revenue growth.
Role type
Principal Specialist (Co-Sell Partnership Lead)
Builds
Joint go-to-market initiatives, pipeline, and revenue growth for MongoDB within IBM's ecosystem.
Domain
Enterprise Software / Cloud Databases / Strategic Partnerships
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
executive-level relationship building, quota-carrying sales execution, cross-organizational collaboration, complex enterprise deal navigation, industry and regional analysis, GTM strategy development, partner ecosystem management, C-suite stakeholder influence, enterprise software and cloud computing knowledge, contract negotiation, proposal structuring, sales methodology training (MEDDIC/SPIN/Challenger), multi-stakeholder cycle management.
Preferred skills
experience with IBM OEM and reseller motions, BFSI account selling, knowledge of IBM Data & AI portfolio, IBM Cloud, IBM Z & LinuxOne, watsonx ecosystem, DevOps, open-source technology.
Technologies
MongoDB, IBM Cloud, IBM Z, LinuxOne, watsonx, AWS, Google Cloud, Microsoft Azure
Responsibilities
Optimize account-level engagement and go-to-market outcomes with IBM Americas partner ecosystems leads; Conduct industry and regional analysis to inform co-sell strategy; Collaborate with IBM account teams and MongoDB sellers on large joint opportunities; Drive joint sales enablement, demand generation, and pipeline development; Manage interlocks with Sales, Pre-sales, Post-sales, Deal Strategy, Legal, Revenue, Ops, Product Engineering, and Marketing; Build and manage the IBM partnership including KPIs, QBRs, and executive relationships.
Seniority
Principal, hands-on IC with strategic partnership focus
