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.
The Relationship Account Management team is focused on driving long-term partnerships with MongoDB’s mature customers, creating expansion & evangelism in the process. This team was established 18 months ago and continues to grow and scale with our expansion to EMEA.
Individuals in the Relationship Account Manager (RAM) role have a passion for technology that delivers business outcomes and understand how to retain and grow clients through a focus on their success. In this role you will act as the primary point of contact for your customer base and leverage the MongoDB ecosystem to help drive expansion and retention of a customer portfolio. As a Relationship Account Manager you will be responsible for success, education, enablement, upsell/cross-sell, renewal and everything in between for a book of strategic, enterprise accounts.
We are looking to speak to candidates who are based in Dublin/Barcelona for our hybrid working model.
Our ideal candidate will have
- 5+ years of quota-carrying experience in Sales or Account Management, or similar customer-centric role with direct revenue responsibility
- At least 3 years of quota-carrying experience in a similar role
- German speaking is mandatory
- A proven track record of hitting sales targets; this role will be responsible for expansion/upsell AND renewal/retention
- The ability to execute on activity and pipeline expectations and published standards of excellence (M4S/Leading indicators)
- Outstanding verbal and written communication skills, with the ability to present to a diverse audience, both internally and externally
- A background and passion for driving value and growth with customers via virtual meetings - this takes the form of enablement sessions, strategy meetings, business reviews, and more in this role
- Demonstrated ability to articulate the value of a complex enterprise technology
- A mind for technology - we’ll teach you about MongoDB and databases, but our customers and product are inherently technical and you should have an aptitude and curiosity to learn about those concepts
- The ability to work in a fast paced environment
- The acumen for leveraging tools and data sets to gain insight into your clients use of MongoDB
- An entrepreneurial mindset - this is a new team so you must thrive in a changeable, often ambiguous environment and enjoy contributing to building process, enablement and best practices
- High levels of organization and attention to detail - you take ownership of customer situations and see everything through to resolution
- Team player and passion for collaboration - this role will work with customers that require alignment across the broader Go to Market ecosystem including; Solutions Architects, Professional Services, Tech Services, Deal Strategy, Legal etc
- Prior exposure to database, cloud and infrastructure technology is a plus
On a given day in this role you will
- Work as a strategic advisor to the customer — aligning not only to their MongoDB initiatives, but also their internal processes, and overall corporate strategy - to continually progress the partnership forward
- Build pipeline through targeted, intentional, and quality customer interactions; effectively qualify customer needs through collaborative discovery to ensure the best proposed solution
- Proactively identify, qualify and nurture relationships within your accounts to expand stakeholder footprint and elevate MDB as a strategic partner
- Lead the sales and renewal process, from pricing and deal strategy to customer negotiation through to opportunity closure and implementation of solution
- Drive value realization to ensure clients achieve expected or desired outcomes; verify that customer is using all features and capabilities of MongoDB solutions to gain tangible value and positive business outcomes
- Execute on territory management & activity expectations, including ongoing tiering/prioritization of accounts, strategic account planning, and risk/deal reviews
- Maintain SFDC hygiene, including opportunity management, next steps and close dates; meeting categorization; churn logging & risk tracking
- Own and deliver an accurate forecast of your business week over week; quarter over quarter
- Leverage data signals and proactive outreach to identify and address potential risk within your portfolio
- Partner closely with MongoDB executives, product managers, and leadership to achieve positive customer outcomes
- Contribute to the overall culture of skill development for the RAM organization - sharing best practices, cross-collaborating, and mentoring peers in the spirit of driving results and global team performance
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"
