← All roles

Partner Development Lead

MongoDB· AWS Partner team
Apply on company site
Hybrid (Gurugram)Full-timePosted 4w ago

About the role

Partner Development Lead based in India to drive GTM with AWS, focusing on Atlas pipeline, co-sell execution, and AI-focused sales plays. Hybrid role based in Gurugram, India.

Responsibilities

  • Execute GTM (co-sell, co-marketing, product alignment) plays with AWS Cloud to drive incremental Atlas pipeline and revenue.
  • Own partner-sourced and partner-influenced pipeline creation and revenue attainment for Atlas deals with AWS Cloud sales teams.
  • Drive enablement and field alignment activities to convert co-sell plays into closed-won revenue with AWS Cloud.
  • Execute AI-focused sales plays with AWS, driving pipeline and revenue from AI-related Atlas opportunities.
  • Coordinate with internal teams (Product Management, Legal, Revenue, Finance) to keep plays running smoothly and remove execution blockers.
  • Collaborate with the extended Partner team (Cloud/Hybrid Specialists, Partner Marketing, Partner Architects) to execute plays in the field.

Qualifications

  • Working knowledge of the AI/ML ecosystem; generative AI, LLMs, RAG architectures, vector search/embeddings, and AI agents and familiarity with hyperscaler AI stacks and how partners package and co-sell AI solutions.
  • Able to speak credibly with AWS AI/ML specialist and partner teams about where MongoDB Atlas fits in an AI application stack.
  • Proven track record of carrying and exceeding a pipeline or revenue quota, ideally through a partner/channel co-sell motion.
  • End-to-end negotiation experience, including identifying, developing, and executing successful partnerships.
  • Ability to assess technical and commercial feasibility for the partner and MongoDB.
  • 5+ years in a direct sales role or partner/channel role with an Enterprise Software company.
  • Prior experience of working in a heavy sales matrix model is preferred.
  • Prior experience in working with AWS/Azure/GCP is preferred.

Skills

Required:GTM / Co-sell strategyPipeline managementAI/ML ecosystem knowledgeNegotiation
Last updated Oct 8, 2026. Interested? Apply on the company site.
MongoDB logo

About MongoDB

The World’s Leading Modern Database

Get your ideas to market faster with a flexible, AI-ready database. MongoDB makes working with data easy.

DatabaseAIUnstructured DataStructured DataRecommendation enginesQ&A systemsAnomaly detectionGen AI
Company profileWebsite

More open roles at MongoDB