Regional Director, Relationship Account Management

MongoDB is looking for an experienced and results-oriented people leader to lead a team of Relationship Account Managers (RAMs) in the APAC region primarily covering the India market.  You will play a key role in the growth and success of MongoDB, our customers, and our team members. Your team will be  responsible for the end-to-end ownership of a subset of MongoDB’s mature and established customers.  You’ll help develop an outstanding account management process that delights customers and delivers strong business results.  

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 18 months ago and continues to grow and scale.  As we take on more complex accounts within our team, we are looking for an experienced first line leader to drive retention and expansion results while ensuring client success and value realization in the process.

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. As RD of a RAM team, you will be responsible for inspiring the RAMs to deliver a customer centric account management approach while delivering on KPIs, pipeline and revenue expectations, and sales excellence.  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 helping to craft and execute the MongoDB account management motion, operationalizing risk identification and mitigation efforts,  executing retention and expansion strategies, implementing 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. 

We are looking to speak to candidates who are based in Gurugram for our hybrid working model.

What you will be doing

• Develop, motivate, and coach a team of Relationship Account Managers. Establish a culture of performance, transparency, inclusivity and growth
• Deeply understand customer needs and align team skills and enablement to deliver an outstanding customer experience
• Build executive-level customer relationships and act as an escalation point when needed
• Hold team accountable to territory management and activity expectations, including ongoing tiering/prioritization of accounts, strategic account planning, PG and risk/deal reviews
• Oversee effective and pipeline generation to ensure appropriate coverage and qualified deal progression  
• Demonstrate deep understanding of team activity, pipeline management  and client engagement through delivery of consistent and accurate forecasts
• 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 (Sales Enablement, Deal Strategy, Finance, Customer Success, Sales, etc...) to develop playbooks and artifacts for common account management and renewal scenarios
• Develop trusted relationships with ecosystem leadership (Sales, CS, Finance, SA, PS) through regular stakeholder engagement and proactive collaboration 

We’re looking for someone with

• 3+ years of management experience, preferably in a sales or account management leadership capacity with closing sales experience and track record of high performance
• Proven 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