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Senior / Principal Partner Specialist

MongoDB· Partnerships
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Hybrid (Tokyo, Japan)Full-timePosted 2mo ago

About the role

Senior / Principal Partner Specialist focuses on executing high-impact Cloud and System Integrator partner strategies across Japan, developing and nurturing partnerships that open new revenue opportunities. The role involves close collaboration with leading partners and the sales team to accelerate deals, expand partner capabilities, and strengthen MongoDB’s presence in the Japanese market. Hybrid work model with Tokyo-area residence.

Responsibilities

  • Develop and execute strategic Cloud (AWS, Microsoft Azure, Google Cloud) and SI Partner strategy across the Japan market, including Local SIs and Global SIs (e.g., NTT, Fujitsu, NEC, CTC, EY, PwC, Infosys, TCS, Wipro, etc.)
  • Recruit and develop effective partner relationships, resulting in growth opportunities and mutual beneficial partnerships
  • Proactively prospect, identify, qualify and develop a sales pipeline through Cloud, Local or Global System Integrators and ISV Partners
  • Work with Enterprise Sales team to close business to meet and exceed monthly, quarterly and annual bookings objectives
  • Lead engagement of Cloud and strategic SI Partners to develop their sales, pre-sales and delivery capabilities in line with our strategy of amplifying partners with capabilities and certifications
  • Collaborate with cross-functional teams (Marketing, Partner Programs, Partner Enablement, Customer Success, Solutions Consulting) to drive pipeline generations and deal progression
  • Participate in sales enablement trainings including Sales Bootcamp and leadership/development programs

Qualifications

  • 12+ years of quota-carrying experience generating pipeline and selling through Cloud Partners (CSPs), Global/Local System Integrators (SIs) and ISVs in a heavy sales matrix model
  • Aligned with MongoDB’s leadership principles and values
  • Fluent in Japanese and English
  • Ability to articulate business value of complex enterprise technology
  • Track record of overachievement and hitting sales targets
  • Experience building business champions and managing a complex sales process
  • Drive, competitive nature, strong desire to be successful
  • Time/resource management and strong qualification of opportunities
  • Examples of creating and sustaining differentiated partner relationships
  • Strong strategic thinking blending consulting and business strategy for partner initiatives
  • Ability to adapt to complexity and change with strong critical thinking
  • High learning agility, high EQ and self-awareness

Skills

Required:Cloud partner salesStrategic selling & pipeline developmentStakeholder managementBilingual communication (Japanese & English)Negotiation & deal closing
Nice to have:Partner enablement & governance

Benefits

  • Collaborative culture and focus on employee wellbeing
  • Career growth and development opportunities
  • Support for hybrid work arrangements in Tokyo area
Last updated Oct 15, 2026. Interested? Apply on the company site.
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