About the role
MongoDB is looking for an experienced and results-oriented people leader to lead a team of Relationship Account Managers in APAC. You will play a key role in the growth and success of MongoDB, our customers, and our team members. Your team will be made up of working directly with our customers at scale and you’ll help develop an outstanding account management process that delights customers and delivers strong business results.
The is a new team at MongoDB, so we are looking for a leader who can thrive with a high level of ambiguity and change while inspiring a new team to deliver a customer-centric account management approach both strategically and at scale to a subset of MongDB’s customers. The Relationship Account Managers are responsible for success, education, enablement, upsell/cross-sell, renewal and everything in between. You will provide the coaching and mentorship that will enable this team to positively impact customers and deliver strong business results.
In addition to recruiting, retaining, and developing talent, you will also be responsible for crafting and executing the MongoDB account management motion, operationalizing product signal risk and opportunity identification, design and execution of renewals and expansion strategy in the APAC region, forecasting excellence and working with stakeholders in Sales, Customer Success and Operations.
Success in this role requires exceptional communication and Interpersonal skills, operational excellence, deal formulation and negotiation experience, a strong understanding of MongoDB products and policy and a proven ability to inspire and lead your team. We are looking for someone who thrives in a fast paced and ever changing environment and who is motivated by the opportunity to have a big impact on your team, customers and MongoDB’s business.
What you will be doing:
- Hire, onboard and develop a team of engaged and high performing Relationship Account Managers through thoughtful enablement, performance coaching and career development planning
- Manage the team’s daily activities to drive value-added touch points with clients and pipeline generation
- Implement renewal and expansion forecasting cadence within your team and regularly deliver an accurate forecast summary to CS and Sales leadership
- Ensure the team has the necessary ongoing enablement in relevant areas including: sales process training, product, pricing, opportunity management, data quality/accuracy, quoting and forecasting
- Support your direct reports by joining customer meetings, internal account team meetings, and escalating issues as necessary internally
- Take a lead role in collaborating with internal resources (Deal Strategy, Finance, Customer Success, Sales, % other internal teams) to develop playbooks for common account management and renewal scenarios
- Develop trusted relationships with Sales and CS leadership through regular stakeholder engagement and proactive collaboration
We’re looking for someone with:
- 2+ years of management experience, preferably in a customer success or account management capacity
- Passion for and experience in hiring, developing and managing a team of individual contributors; Your team and their success are your top priority
- A proven track record and experience with fast-growing teams, using data to drive initiatives and guide your decision making processes
- A mind for technology; We’ll teach you all about MongoDB and databases, but our users and products are inherently technical; You should be too
- High organization in your workflows; To lead and execute efficiently, you’ll need to be a specialist in prioritization and time management
- Proven ability to capture and communicate an accurate forecast
- You know how to deal with ambiguity and be able to navigate through it with perseverance, a positive mentality and a point of view; As a new function, we will look to you to help us establish and evolve processes
- A strong desire to embrace partnership and collaboration; You’ll be working with multiple teams on a regular basis (Sales, Marketing, Support, Product, etc.) and helping to establish the Scaled Account Management role and “brand” across the APAC region
- You have experience in working and collaborating with internal and external partners with diverse cultural and professional backgrounds
- Outstanding verbal and written communication skills with the ability to present to a diverse audience both internally and externally; Ability to manage customer escalations through to a satisfactory resolution for both the customer and MongoDB
- A Bachelor's degree
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, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
