Relationship Account Manager (Middle East market)

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 have - 4+ 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 - 3+ years working experience in Middle East market - 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 - Native Arabic Speaker 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 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 data platform for the AI era, enabling builders to cr

4+ 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; 3+ years working experience in Middle East market; proven track record of meeting sales targets with expansion/upsell and renewal/retention responsibilities; ability to execute against activity and pipeline expectations (M4S/Leading indicators); excellent verbal and written communication skills with experience presenting to diverse audiences; experience driving value with customers via virtual meetings (enablement sessions, strategy meetings, business reviews, etc.); ability to articulate the value of complex enterprise technology; aptitude and curiosity to learn MongoDB concepts and databases; capability to work in a fast-paced environment; ability to leverage tools and data to gain insights into client usage of MongoDB; entrepreneurial mindset and comfort in evolving, ambiguous environments; high organizational skills and attention to detail; team-oriented with collaboration across GTM teams (Solutions Architects, Professional Services, Tech Services, Deal Strategy, Legal); exposure to database, cloud and infrastructure technology is a plus; native Arabic speaker is a plus.