Manager, VAR Partners

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What Mongodb is looking for in applicants

The database market is massive (the IDC estimates it to be $119B+ by 2025!) and MongoDB is at the head of its disruption. The MongoDB community is transforming industries and empowering developers to build amazing apps that people use every day. We are the leading modern data platform and the first database provider to IPO in over 20 years. Join our team and be at the forefront of innovation and creativity.

We are looking for an innovative, experienced sales individual with extraordinary energy, passion, and initiative to drive partner awareness and channel new business.

The MongoDB VAR Business today includes leading Resellers/Distributors, Regional System Integrators, Custom App Development shops & Cloud Managed Service Providers.  With over 120 VAR partners (including Carahsoft, SHI International, SoftwareOne and Insight Enterprise) and an enormous opportunity to capitalize on MongoDB’s growth, our VAR business is one of the fastest growing within the company.

The Manager of VAR will own resell and distribution with a portfolio of strategic partners in Emerging Markets including APAC, Middle East and Africa. This individual will be responsible for (a) Researching,  Identifying and Activating new Software Resellers (b) Partner Enablement and Management  (c) Sourcing Revenue through VAR partners (c) Supporting the Sales and Field Partner Teams.  

This role is remote optional until January 10, 2022, we are looking to speak to candidates who plan to be available in Gurugram for when we introduce our hybrid model.

Shift Timings: 2pm-10pm. Cabs will be provided.

Work Location: Gurugram  


  • Exciting and unique opportunity to shape our VAR  strategy 
  • Proactively prospect, identify, qualify and onboard new resell partners who will open new markets for MongoDB
  • Evangelize and grow the MongoDB Atlas (DBaaS offerings) business through resell
  • Work with existing resell partners to generate incremental sales pipeline with the partners’ sales teams, increasing their efficiency via sales and technical enablement, GTM, Joint Account Mapping, Partner Newsletters and regular partner cadence
  • Build joint strategies with Regional Sales and Field partner teams to effectively target partners and build actionable pipelines
  • Effective networking & champion building in the partner ecosystem 
  • Identify business challenges and provide meaningful, measurable and actionable feedback
  • Support and Close business to meet and exceed monthly, quarterly and annual bookings objectives
  • Provide regular inputs to the partner executive team on key business metrics

Candidates Profile:

  1. Education:
    1. Preferably a Masters in Business Administration
  2. Experience:
    1. 5+ years of quota-carrying experience in a fast-paced and competitive market with a focus on new business 
    2. 5+ years generating pipeline and selling in the Cloud/Database/IaaS space and through the channel
    3. Knowledge about resell/distribution business in a SaaS ecosystem
    4. Technically knowledgeable in enterprise software, cloud computing, space with familiarity with databases, DevOps, and open source technology
    5. Skilled in building business champions and running a complex sales processes 
    6. Track record of building and nurturing exec-level relationships with software customers or business partners, a hands-on approach to develop new opportunities, technical acumen, and the ability to close business in a fast paced work environment
    7. Aptitude to learn quickly and establish credibility. High EQ and self-aware
    8. A track record of overachievement and hitting sales targets
    9. Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
    10. Passionate about growing your career in the largest market in software (database) and developing and maintaining an in-depth understanding of MongoDB products
  3. Skills:
    1. Strong research and market awareness of partners
    2. Proven ability to open doors, network and forge relationships 
    3. Ability to assess the business needs and challenges and provide actionable solutions
    4. Ability to work at a fast pace and assess concerns/challenges
    5. Proactive provide status updates, follow ups, routine tasks

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

*MongoDB is an equal opportunities employer*

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