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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # IBM Principal Specialist - **Company:** MongoDB - **Location:** New York, NY, United States - **Experience:** Expert - **Salary:** $153,000.0 - $192,000.0 - **Contract:** Permanent contract - **Skills:** Artificial Intelligence, IBM System I, Cloud Computing, Databases, DevOps, IBM Cloud Computing, MongoDB, Open Source Technology, Enterprise Software Applications, Data Pipelines - **Published:** July 16, 2026 - **Apply:** https://www.juju.com/job/00000000ggx5wm ## About the Role + Energetic, resourceful, entrepreneurial, and tenacious team player + 5+ years of quota-carrying experience generating pipeline and closing deals through or with IBM + Experience working with or at IBM, including OEM and reseller motions + Experience selling into BFSI accounts (Banking, Financial Services, and Insurance) + Understanding & knowledge of IBM's Data & AI portfolio, IBM Cloud, IBM Z & LinuxOne (IFLs), and the watsonx ecosystem + Demonstrated ability to build executive-level relationships and influence C-suite stakeholders + Technically knowledgeable in enterprise software and cloud computing space with familiarity with databases, DevOps, and open-source technology + Consistent record of exceeding goals in highly competitive environments + Strong communication skills with the ability to clearly articulate business value in complex enterprise sales + Acute attention to detail, particularly in licensing models and complex contract negotiations + Proven ability to structure and negotiate proposals and develop joint business plans + Experience developing partner value propositions and executing GTM programs, including joint enablement, demand generation, deal registration, and reporting + Formal sales methodology training (e.g., MEDDIC, SPIN, Challenger) + Strong ability to build champions and manage complex, multi-stakeholder sales cycles + Possess aptitude to learn quickly, problem solve, and establish credibility + Exhibit a high EQ and self-awareness to navigate various regional and cultural differences toward a common goal + Ability to operate autonomously in a fast-paced environment and gain alignment across broad stakeholder groups + Passion for growing a career in the largest market in software and developing deep expertise in MongoDB's product portfolio ## Description We are seeking a high-energy, innovative IBM Principal Specialist to drive new business for MongoDB, the world's most popular and fastest-growing modern database platform. This role is a unique opportunity to build, execute, and scale a world-class IBM Co-Sell Partnership that delivers meaningful value to IBM, our joint customers, and MongoDB. As the IBM Co-Sell Principal (Americas), you will own the IBM OEM and co-sell motion across the Americas (with a primary focus on North America). You will lead joint go-to-market initiatives, partner closely with IBM & MongoDB sellers, and play a critical role in driving MongoDB revenue growth, accelerating pipeline, and addressing skills, product and solution gaps through strategic partnership alignment. The ideal candidate brings a proven track record of executive-level relationship building, hands-on sales execution, cross-organizational collaboration and success navigating large, complex enterprise deals. You will serve as MongoDB's internal IBM expert for the Americas co-sell motion and be a trusted partner to IBM & MongoDB field sellers, working cross-functionally in a fast-paced, high-growth environment. Responsibilities: + Work with IBM's Americas partner ecosystems leads and regional sales leadership to continuously improve and optimize the account level engagement and go-to-market outcomes + Conduct industry and regional analysis to inform and optimize IBM co-sell strategy across the Americas, with emphasis on North America + Partner Sales Execution + Collaborate with IBM's account teams and MongoDB direct sellers on large, complex joint opportunities + Support and close business to meet or exceed monthly, quarterly, and annual bookings targets + Partner Sales Enablement + Drive joint sales enablement with IBM to ensure field alignment, clarity of value proposition, and effective engagement models + Develop and execute GTM initiatives that generate joint customer demand + Oversee lead tracking, deal registration, pipeline development, and joint reporting + Manage interlocks with Americas MongoDB's Sales team, Partner Sales and Solution Architect teams, Pre-sales, Post-sales, Deal Strategy, Legal, Revenue, Ops, Product Engineering, and Marketing + Build strong and effective relationships with both internal stakeholders and partner executives, as well as triangulation with other partnerships + Partner Management & Success + Build and manage all aspects of the IBM partnership, including KPIs, QBRs, executive relationships, and operating cadence + Ensure MongoDB is top-of-mind and recommended within IBM customer opportunities + Drive mutual accountability and execution against shared success metrics + Participate in MongoDB's sales enablement programs, including Sales Bootcamp, advanced sales training, and leadership development initiatives ## Related Videos - [From DevOps to Scaled DevOps: How We’re Rebuilding Continuous Delivery as a Platform](https://www.wearedevelopers.com/videos/100018-from-devops-to-scaled-devops-how-we-re-rebuilding-continuous-delivery-as-a-platform) - [40 Minutes to Build a Serverless COVID-19 REST and GraphQL APIs](https://www.wearedevelopers.com/videos/208-40-minutes-to-build-a-serverless-covid-19-rest-and-graphql-apis) - [Kubernetes and Microservices with Multi-Model Databases](https://www.wearedevelopers.com/videos/382-kubernetes-and-microservices-with-multi-model-databases) - [Building with IBM Bob](https://www.wearedevelopers.com/videos/100275-building-with-ibm-bob) - [DevOps Maturity Check – a way to balance autonomy and alignment](https://www.wearedevelopers.com/videos/58-devops-maturity-check-a-way-to-balance-autonomy-and-alignment) - [Integrate your Cognitive Assistant with 3rd-party DBs and software](https://www.wearedevelopers.com/videos/249-integrate-your-cognitive-assistant-with-3rd-party-dbs-and-software) ## Related Articles - [Coffee with Developers - Maria Apazoglou - Making AI understandable for all in production](https://www.wearedevelopers.com/magazine/475-coffee-with-developers-maria-apazoglou-making-ai-understandable-for-all-in-production) - [Everything a Developer Needs to Know About MCP with Neo4j](https://www.wearedevelopers.com/magazine/604-everything-a-developer-needs-to-know-about-mcp-with-neo4j) - [Top Big Data Technologies That You Need to Know](https://www.wearedevelopers.com/magazine/108-top-big-data-technologies-that-you-need-to-know) - [How We Built a Worry-Free System That Runs for 10+ Years – And What We’d Do Again](https://www.wearedevelopers.com/magazine/751-how-we-built-a-worry-free-system-that-runs-for-10-years-and-what-we-d-do-again) - [Navigating the AI Shift](https://www.wearedevelopers.com/magazine/629-navigating-the-ai-shift) - [7 Cloud Computing Trends Coming in 2025 for Developers](https://www.wearedevelopers.com/magazine/412-7-cloud-computing-trends-coming-in-2025-for-developers)