Relationship Account Manager
- Your natural ability to build rapport and inspire customers makes you effective at maintaining strong relationships and driving customer success.
- You excel at aligning diverse internal and external stakeholders toward shared goals, a key part of orchestrating complex account strategies.
- Your organized approach and attention to detail ensure you follow through on customer issues and maintain high standards of excellence.
- The high-pressure, quota-centric environment may challenge your desire for harmony and appreciation, as not all renewals end smoothly.
- You may struggle with the ambiguity and constant change of a new team, preferring structured support and clear expectations.
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 within your portfolio
- Partner closely with MongoDB executives, product managers, and leadership to achieve positive customer outcomes
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 - 2273445266
Best personality fits for this role
You naturally analyze customer data and usage patterns to identify strategic upsell and renewal risks, aligning with the data-driven approach needed for account planning and forecasting.
Read the INTJ career guide →Your natural leadership and strategic vision align well with driving growth and expansion across a customer portfolio, especially in a new team where you can shape processes.
Read the ENTJ career guide →Your natural leadership and efficiency make you great at executing territory management and enforcing activity standards within a new team.
Read the ESTJ career guide →