Principal Partner Specialist

MongoDB’s mission is to empower innovators to create, transform, and disrupt industries by unleashing the power of software and data. We enable organizations of all sizes to easily build, scale, and run modern applications by helping them modernize legacy workloads, embrace innovation, and unleash AI. Our industry-leading developer data platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available in more than 115 regions across AWS, Google Cloud, and Microsoft Azure. Atlas allows customers to build and run applications anywhere—on premises, or across cloud providers. With offices worldwide and over 175,000 new developers signing up to use MongoDB every month, it’s no wonder that leading organizations, like Samsung and Toyota, trust MongoDB to build next-generation, AI-powered applications.

We’re looking for a driven Partner Specialist (Capgemini) to lead the strategic development and expansion of Capgemini partnership across the EMEA region,  for the fastest growing database platform on the planet, MongoDB. This individual will be responsible for developing and executing strategic workstreams with Capgemini, resulting in new revenue streams, increasing market penetration, and enhancing our competitive position. The ideal candidate will have a proven track record in building high-impact partnership workstreams that go beyond transactional sales, focusing on co-innovation, market expansion, and long-term business value creation.

We are looking to speak to candidates who are based in Paris for our hybrid working model.

What you’ll do

• Strategic Partnership Development: Establish and build strong and effective Capgemini relationships, high value long-term partnerships, resulting in growth opportunities that align with MongoDB’s growth strategy and market ambitions
• Go-to-Market Leadership: Develop and drive a structured Capgemini engagement strategy, ensuring alignment with our enterprise sales and product roadmaps
• Executive Relationship Management: Cultivate strong, executive-level relationships with Capgemini leadership to shape joint initiatives and drive strategic investments
• Market Influence & Expansion: Identify emerging market opportunities within EMEA, leveraging Capgemini partnership to accelerate adoption and expansion into new industries and geographies
• Thought Leadership: Position MongoDB as a strategic partner of choice for Capgemini by driving collaborative success stories, joint industry events, and strategic marketing initiatives
• Performance & Business Impact: Define clear success metrics, measure partner effectiveness, and ensure Capgemini engagements contribute significantly to top-line growth and market leadership
• Governance: Monitoring the performance in the region and addressing any deviation from plan
• Building Strong Internal Sales and Ecosystem Partnerships: Work closely with internal sales teams, marketing, and the broader ecosystem to ensure Capgemini engagements are well-integrated and drive measurable business impacts
• Coaching the in-country EMEA SI specialists  in engaging and driving account alignment with Capgemini teams
• Working closely with offshore Capgemini specialists to ensure end-to-end influence on the key global accounts

We’re looking for someone with

• 10+ years of experience in strategic partnership development, or business development, in a fast-paced and competitive market with a focus on new business  within the enterprise software, cloud, or SaaS space
• 5+ years of quota-carrying experience generating pipeline and selling through Capgemini in a heavy sales matrix model
• Deep expertise in engaging with and influencing Capgemini at an executive level and with an ability to articulate the business value of complex enterprise technology
• Demonstrated success in building scalable, high-impact Capgemini partnerships that drive sustainable business growth
• Strong ability to align Capgemini strategies with enterprise transformation trends, industry dynamics, and customer needs
• Excellent strategic thinking, negotiation, and relationship-building skills, with the ability to drive high-value, outcome-based partnerships
• Experience in a matrixed, global organization, with a track record of navigating complex internal and external stakeholder environments
• Strong executive presence, influencing skills, and ability to drive alignment across multiple teams and geographies
• Skilled in building Business and Operational champions within Capgemini
• A track record of overachievement and hitting sales targets
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Familiarity with databases, devops and open source technology a plus
• Drive and a competitive nature: Possess a strong desire to be successful
• Skills in managing time and resources; sound approach to qualifying opportunities
• Aptitude to learn quickly and establish credibility. High EQ and self-aware
• Passion to grow your career in the largest market in software (database) and a desire to develop and maintain an in-depth understanding of MongoDB products
• Willingness to travel as needed (~30-50%)

Why Join Us?

• Opportunity to shape the future of Capgemini partnership in EMEA for a high-growth, industry-leading data platform company, MongoDB
• Work at the forefront of Digital transformation, GenAI  and enterprise innovation
• Competitive compensation package with performance-based incentives
• Be a key leader in defining next-generation GTM strategies through internal and external partnerships with a strong ecosystem collaboration
  
  

  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.

Req ID - 1263119913