Relationship Account Manager

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 ~2 years ago and continues to grow and scale within APAC. 

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.

We are looking to speak to candidates who are based in Kuala Lumpur, Malaysia and available to work in a hybrid working model. This would be the first Relationship Account Management team hire in Malaysia and is NOT a remote role.

Our ideal candidate will have

• 5+ years of work experience, of which at least 3+ years of quota-carrying experience in Sales or Account Management, or similar customer-centric role with direct revenue responsibility
• Mandarin/Bahasa Language Proficiency is strongly preferred
• 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

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

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, bottlenecks, and overall corporate strategy
• Proactively identify,  qualify and nurture relationships within your accounts to expand stakeholder footprint and elevate MDB as a strategic partner
• Negotiate renewals and growth opportunities, execute MongoDB sales process to both protect and expand MongoDBs renewal base
• Execute on territory management & activity expectations, including ongoing tiering/prioritization of accounts, strategic account planning, and risk/deal reviews
• 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 withi