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 3 years 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 our Dublin office for our hybrid working model.Our ideal candidate will have4+ years of quota-carrying experience in Sales or Account Management, or similar customer-centric role with direct revenue responsibilityAt least 3 years of quota-carrying experience in a similar role3+ years working experience in Middle East marketA proven track record of hitting sales targets; this role will be responsible for expansion/upsell AND renewal/retentionThe 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 externallyA 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 roleDemonstrated ability to articulate the value of a complex enterprise technologyA 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 conceptsThe ability to work in a fast paced environmentThe acumen for leveraging tools and data sets to gain insight into your clients use of MongoDBAn 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 practicesHigh levels of organization and attention to detail - you take ownership of customer situations and see everything through to resolutionTeam 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 etcPrior exposure to database, cloud and infrastructure technology is a plusNative Arabic Speaker is a plusOn a given day in this role you willWork 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 forwardBuild pipeline through targeted, intentional, and quality customer interactions; effectively qualify customer needs through collaborative discovery to ensure the best proposed solutionProactively identify, qualify and nurture relationships within your accounts to expand stakeholder footprint and elevate MDB as a strategic partnerLead the sales and renewal process, from pricing and deal strategy to customer negotiation through to opportunity closure and implementation of solutionDrive 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 outcomesExecute on territory management & activity expectations, including ongoing tiering/prioritization of accounts, strategic account planning, and risk/deal reviewsMaintain SFDC hygiene, including opportunity management, next steps and close dates; meeting categorization; churn logging & risk trackingOwn and deliver an accurate forecast of your business week over week; quarter over quarterLeverage data signals and proactive outreach to identify and address potential risk within your portfolioPartner closely with MongoDB executives, product managers, and leadership to achieve positive customer outcomesContribute 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 performanceMongoDB 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.Req ID: 426257
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