VP of WW ISV Sales

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What Mongodb is looking for in applicants

The database market is massive (IDC estimates it to be $121B+ by 2025!) and MongoDB is at the head of its disruption. At MongoDB we are 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 leader with extraordinary energy, passion, and initiative to lead our ISV sales teams worldwide

This leader will run ISV sales both “sell to” and “sell with” as its own sales unit and be accountable for the success of the business through developing and executing a global strategy across all customer segments (startups, SMB, Midmarket, Enterprise vs high propensity verticals like FinTech/Payments and Healthcare). The sales unit will work with a set of target ISVs across the world and convince them to re-platform to MongoDB, de-risk their deployments, and have strong GTM alignment. The sales unit will also generate best practices that our other non ISV specific sales units will leverage when they encounter an ISV in their territory.

This role is remote optional until April 4, 2022, we are looking to speak to candidates who plan to be available in the office for when we introduce our hybrid model.

Day to Day

  • Own the global ISV number for a define segment of ISV accounts primarily in the mid market segment tied to high propensity verticals
  • Develop and execute the strategy to expand our WW ISV business 
  • Generate best practices for how MongoDB should sell to ISVs
  • Have an in-depth and detailed understanding of MongoDB products to confidently provide mentorship for your ISV teams 
  • Recruit and develop ISV sales reps around the world to drive strong team execution
  • Interlock with MongoDB’s Global Sales team, Partner team, Pre-sales, Post-sales, and Marketing  
  • Run pipeline generation and forecasting to meet and exceed monthly, quarterly and annual bookings objectives
  • Build strong and effective relationships with internal stakeholders and partner executives

What You Bring to the Table

  • Currently an executive  and expert on how to “sell to” and “sell with” ISVs include navigating complex OEM negotiations. 
  • BA/BS required
  • 10+ years field experience of quota-carrying experience in a fast-paced and competitive market with a focus on new business
  • 10+ years generating pipeline and selling in the Cloud/Database/IaaS space 
  • Proven ability to articulate the business value of complex enterprise technology
  • A track record of overachievement and hitting sales targets
  • Skilled in building business champions and running a complex sales process
  • Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
  • Skilled in managing time and resources; sound approach to qualifying opportunities
  • Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
  • Passionate about growing your career in the largest market in software (database) and developing and maintaining an in-depth understanding of MongoDB products
  • Experience recruiting and managing a highly successful and talented direct software sales team while driving them towards success

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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