Principal Partner Specialist

We’re looking for a hardworking, driven Principal Partner Specialist with superb energy, passion and initiative to drive partner awareness and channel new business for the fastest growing database on the planet, MongoDB. The Partner Sales team focuses exclusively on formulating and executing a pipeline generation strategy through Partners within assigned territories, resulting in aggressive pipeline growth and new customer acquisition. We are looking to speak to candidates who are based in São Paulo for our hybrid working model.

On a given day in this role you will

Drive incremental value for the field sales team by engaging with Global and Regional System Integrators and Cloud Partners

Develop and execute a strategic SI partner strategy for the Brazil region

Recruit, nurture, and empower partners, resulting in growth opportunities and mutually beneficial relationships

Proactively prospect, identify, qualify, and grow a sales pipeline through these partners

Collaborate closely with our Sales team to close business and consistently exceed monthly, quarterly, and annual booking objectives

Lead engagement initiatives to enhance SI partners’ sales, pre-sales, and delivery capabilities, helping them achieve new certifications and expand their impact

Facilitate strong collaboration between MongoDB sales teams and cloud partners to deliver on sales strategies

Partner with cross-functional teams—including Marketing, Sales Enablement, Customer Success, and Solution Architects—to drive pipeline generation and deal progression

Participate in exclusive enablement programs, including our comprehensive Sales Bootcamp, advanced sales training, and ongoing leadership development The ideal candidate possesses

7+ years of quota-carrying experience generating pipeline and selling through global/regional System Integrators in a complex, matrix sales environment

Experience operating in the Brazilian market

Fluent in English and experience using it in a professional environment

Proven ability to clearly articulate the business value of complex enterprise technology

Demonstrated experience working within large, complex organizations and driving partner ecosystem growth

History of achieving and exceeding sales quotas or driving significant revenue growth through partnerships

Solid understanding of technology solutions, applications, platform, and SaaS landscapes, familiarity with databases, DevOps, and open source technology is a plus

Exceptional communication and interpersonal skills, with the ability to build trust and influence partners, executive leaders, and internal teams with confidence

BA/BS degree or equivalent experience About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform—the most widely available, globally distributed database on the market—helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and nearly 60,000 customers—including 75% of the Fortune 100 and AI-native startups—relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.