Partner Lead, EMEA

Mongodb

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 or Cork 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 create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software. Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.  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. Req ID: 426257

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Global Alliances and Channels team focuses on building, supporting, and going to market with professional services firms including systems integrators, consultancies, and managed services providers such as Accenture, PwC, Deloitte, Infosys, and others. In addition, the team leads the go-to-market initiatives with our strategic technology alliance partners including AWS, Salesforce, Adobe, and others. Our objective is to ensure users have access to the broadest set of solutions leveraging the Stripe platform and the deepest set of technology and industry experts, while at the same time ensuring our partners and Stripe build large, mutually beneficial businesses together. The Strategic Global Alliances (SGA) team focuses on a subset of our highest priority partnerships. These partnerships operate at global scale with Stripe and present opportunities to create significant sales pipeline, deals sold, joint solutions, and scaled delivery expertise. WHAT YOU'LL DO You'll support the overall success of Stripe's Global Alliance with Accenture and other key GSIs in EMEA, driving joint GTM (Go-to-Market) and co-sell. You'll work alongside the Accenture Global Partner Development Manager (PDM) and other GSI PDMs to drive net new demand for the partnership in the field across key markets in EMEA. This position is focused on deepening our joint sales motion, joint solutions, and delivery capabilities. This position is fast-paced, highly visible, and aligned to quarterly metrics. As a Partner Development Manager, you'll hold a holistic view of the business, generated by and engaged with Accenture and other partners in EMEA, and work across the Stripe Sales segments to enhance and grow partner-related Stripe revenue. You'll work cross-functionally with Partner Sales Managers, Partner Development Leadership, and Stripe AEs. You'll demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and recognize high-impact opportunities, solutions, support deals for successful engagement with partners, and maintain high business hygiene. You'll drive towards end-customer value that results in business growth to both Accenture (and other GSIs) and Stripe by being partner-centric in all activities, serving as a leader and advocate for them within Stripe, and accurately representing Stripe within the partner's organization. RESPONSIBILITIES * Partner with the Global Accenture PDM and other GSI PDMs on building strategy, joint solution development, partner enablement, pipeline development, and deal closure in the EMEA region * Work closely with Accenture and other GSI counterparts to enable Stripe and partner sales teams on the unique joint value prop, lead account mapping workshops, blitz days, and co-create opportunities together * Orchestrate and partner with cross-functional resources to support Stripe partner co-sell and GTM activities and create and maintain a long-term, scalable joint GTM model that drives partner and user success * Support key deal execution with partners, both pre-sales and post-sales (working with Stripe PSMs, PSEs, SAs, and AEs) * Support weekly pipeline reviews to ensure pipeline information is thorough and accurate * Broker internal resources, tools, references, and investments needed to achieve quarterly goals WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 10+ years of technology GTM experience * Strategy, sales, and development experience, working alongside consulting partners or ISVs * Process-oriented mindset with desire to solve individual challenges while building for scale in mind * Excellent communication and presentation skills, with the ability to speak to different functional leadership both internally and externally * Ability to both lead and be a team player on cross-functional teams that include technical, sales, product, and support resources from Stripe and the partner. Creative in terms of leveraging resources to drive outsized impact * Willingness to travel and be present with partners and sellers in front of our users and prospects * Ability to build and execute territory and opportunity-specific plans, in partnership with the Global PDM and other cross-functional resources * Excellent ongoing operational hygiene, accurately representing sales and partner activities in Salesforce PREFERRED QUALIFICATIONS * Accenture direct or indirect GTM experience * Experience driving GTM with GSIs such as PwC, Cognizant, Infosys, and Deloitte * Exposure to payments, commerce, and Q2C landscape, and understanding of how the Stripe stack can differentiate and complement ISV solutions in different integration models * Experience building successful joint GTM solutions with partners

CUBE

CUBE are a global RegTech business defining and implementing the gold standard of regulatory intelligence for the financial services industry. We deliver our services through intuitive SaaS solutions, powered by AI, to simplify the complex and everchanging world of compliance for our clients.    Why us? 🌍 CUBE is a globally recognized brand at the forefront of Regulatory Technology. Our industry-leading SaaS solutions are trusted by the world’s top financial institutions globally. 🚀 In 2024, we achieved over 50% growth, both organically and through two strategic acquisitions. We’re a fast-paced, high-performing team that thrives on pushing boundaries—continuously evolving our products, services, and operations. At CUBE, we don’t just keep up we stay ahead. 🌱 We believe our future is built by bold, ambitious individuals who are driven to make a real difference. Our “make it happen” culture empowers you to take ownership of your career and accelerate your personal and professional development from day one. 🌐 With over 700 CUBERs across 19 countries spanning EMEA, the Americas, and APAC, we operate as one team with a shared mission to transform regulatory compliance. Diversity, collaboration, and purpose are the heartbeat of our success. 💡 We were among the first to harness the power of AI in regulatory intelligence, and we continue to lead with our cutting-edge technology. At CUBE, You will work alongside some of the brightest minds in AI research and engineering in developing impactful solutions that are reshaping the world of regulatory compliance. As Senior Product Marketing Lead at CUBE, you will be the connective tissue between our product, commercial and marketing teams - owning the narrative, positioning and messaging that underpins everything we do in GTM. Reporting directly to the CMO, this is a senior, high-impact role with significant visibility across the business and with our top-tier partners. You will define how CUBE’s products are understood - internally by the people who sell and support them, and externally by the customers, prospects and partners we want to win. You'll translate deep technical capability into compelling market-facing value, and you'll operate with the pace and ambition that a hyper-growth environment demands. Product Narrative & Messaging * Own CUBE’s product messaging framework - developing and maintaining clear, consistent, differentiated positioning across our full product portfolio. * Translate complex AI and data infrastructure capabilities into sharp value propositions that resonate with technical buyers, business stakeholders and senior executives alike. * Ensure messaging is continuously updated to reflect product evolution, competitive dynamics and market shifts. * Be the gatekeeper of consistency in the way we talk about our products, the lexicon used, and our capabilities and product strategy. Sales & Commercial Enablement * Build and maintain a best-in-class enablement suite: pitch decks, one-pagers, battle cards, objection-handling guides, demo narratives and ROI frameworks. * Partner closely with Sales, BDR and Customer Success teams to ensure they have the clarity and tools to communicate CUBE’s value at every stage of the funnel. * Run regular enablement sessions and onboarding content to ramp new hires quickly and keep existing teams sharp. Partner Marketing * Lead partner marketing strategy and execution, including co-marketing plans with CUBE's key strategic partners across the Big 4, major consultancies and technology alliances. * Represent CUBE in senior partner workshops and planning sessions — presenting with authority and collaborating to build joint go-to-market narratives that work for both sides. * Develop partner-facing collateral, joint propositions and programme materials that drive pipeline and mutual commercial value. Market & Customer Intelligence * Develop a deep understanding of CUBE’s buyer personas, ICP segments and customer jobs-to-be-done, and ensure these inform all messaging and positioning decisions. * Conduct and synthesise competitive analysis, win/loss reviews and customer research to sharpen CUBE’s positioning and identify market opportunities. * Be the internal authority on how the market perceives CUBE vs. competitors, and advocate for the messaging changes needed to win. Product Launches & Campaigns * Lead go-to-market planning and execution for new product launches and feature releases, coordinating across product, engineering, sales and marketing. * Define launch tiers, messaging hierarchies and activation plans — ensuring every launch lands clearly with the right audiences at the right time. * Partner with Demand Generation and Content teams to translate product messaging into campaigns, content programmes and thought leadership. Cross-functional Leadership * Act as a senior voice in the marketing leadership team, contributing to strategy, planning and culture. * Work closely with the CMO, CPO, CRO and other senior stakeholders to align product marketing with business priorities. * Build and, over time, grow a high-performing product marketing function as CUBE scales.   Interested? If you are passionate about leveraging technology to transform regulatory compliance and meet the qualifications outlined above, we invite you to apply. Please submit your resume detailing your relevant experience and interest in CUBE. CUBE is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.