Every sales play, program change, funding update, and PRM release we build across MongoDB's partner ecosystem only creates value if the people who need to use it actually know how. We're looking for a Senior GTM Enablement Manager to drive this end to end. This is a dual mandate: enabling our external partners (SIs, ISVs, and cloud partners) to sell, deliver, and support MongoDB effectively, and enabling our own internal partner organization (Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, and everyone else in the ecosystem function) to stay current on products, programs, and the frequent changes that come out of a fast-moving partner strategy.
You'll report to the Global Head of Partner Enablement and build the Japanese enablement function supporting the entire Japan partner organization.
We are looking to speak to candidates who are based in Tokyo for our hybrid working model.
What You'll Do
Enable external partners
Develop and own the local Partner Enablement strategy in alignment with the Global Partner Enablement strategy across all key external partners (SIs, OEMs, Resellers, ISVs, cloud/hyperscaler partners)
Deliver end to end Partner Enablement for the Japanese Partner ecosystem - partner onboarding, certification pathways (including MongoDB's SI Associate and SI Architect tracks), and ongoing training content that keeps partners current on MongoDB products, sales plays, and programs
Design and run delivery mechanisms — workshops, on-demand training, partner summits, webinars — that fit how different partner types (SI, ISV, cloud) actually consume enablement
In partnership with L&D and Sales Plays & Offerings teams, ensure local training assets are suitable for local market priorities and enablement approaches
Identify key local metrics to support ecosystem growth, completing impact analyses with key stakeholders to ensure progress and ROI tracking
Enable the internal partner organization
Develop and deliver a standing internal enablement cadence that keeps the Japan internal partner org — Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team — current on product updates, program and funding changes, and platform releases
Treat every significant change coming out of Partner Programs (new tiers, incentives, funding models) or the PRM roadmap as an enablement event, not an email — make sure the internal team knows it's coming, what it means, and how to talk about it before partners ask
Leverage internal enablement formats (briefings, quick-reference guides, office hours) sized to a fast-moving team rather than a heavyweight training program that are localised for the Japan market
Local Alignment
Voice of the Partner & Feedback Loops: Capture insights, localized needs, and enablement gaps directly from Japanese partners, channeling feedback back to global enablement and product teams to refine global offerings
Cross-Functional Regional Alignment: Partner closely with Japan sales leadership, APJ alliance directors, and local field marketing to align enablement initiatives with regional pipeline generation and co-selling motions
What You'll Bring
7+ years of experience in partner enablement, channel enablement, or sales enablement at a B2B SaaS or infrastructure/data company, including experience leading a team
Fluency in both Japanese and English (business level or above)
A track record of delivering enablement for external partners (certification, onboarding, content) across various mechanisms (virtual, in-person, on-demand) and demonstrated experience enabling internal revenue or partner functions
Excellent cross-functional collaboration skills; comfortable working with Sales Plays & Offerings, Partner Programs, Cloud & Hyperscaler Programs, Digital Process & AI Operations, and the PRM product team as primary stakeholders
Excellent written and verbal communication — able to translate technical or program-level change into clear, actionable enablement content for very different audiences (partners vs. internal teams)
Nice to Have
Experience running a partner certification program at scale (e.g., technical or sales certifications with defined tiers)
Familiarity with PRM platforms and how enablement content and certification tracking integrate with them
Experience with AI-assisted content creation or delivery tools to scale enablement production
Background in database, cloud infrastructure, or developer-focused technology
What Success Looks Like in the First Year
A clear local enablement plan that is being executed in a structured, engaging manner, driving enablement metrics
A running internal enablement cadence that the Japanese partner org relies on for every significant product, program, or PRM change
日本の社内パートナー組織(Sales Plays & Offerings、Partner Programs、Cloud & Hyperscaler Programs、Digital Process & AI Operations、PRMプロダクトチーム)が、製品アップデート、プログラムやファンディングの変更、プラットフォームのリリースを常に把握できるよう、定期的な社内イネーブルメントの仕組みを企画・運営します
部門横断での優れた協業力があり、Sales Plays & Offerings、Partner Programs、Cloud & Hyperscaler Programs、Digital Process & AI Operations、PRMプロダクトチームを主なステークホルダーとして円滑に連携できること
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 AI-native startups and approximately 75% of the Fortune 100, 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.
Never pay a recruiter for a job offer or a visa promise. Check the original posting and employer identity before sharing documents. Pay any legitimate government visa fees only through official channels.