Company Description
MonkDB is revolutionizing how data is managed and utilized with its AI-Native Unified Database, integrating diverse functions such as Vector, Time-Series, Geo-Spatial, Document, Blob, Full-Text Search, and Streaming SQL into one intelligent platform. Our technology enables organizations to unify and manage complex, high-velocity, multi-model data, driving real-time analytics and AI-powered insights across various applications. By partnering with global system integrators, enterprises, and innovators, MonkDB provides scalable, efficient solutions tailored for the data-driven future. Whether building next-gen AI applications or modernizing business operations, MonkDB serves as the foundation for speed, scale, and simplicity.
Role Description
The SI Partner Manager & Lead role is a full-time, on-site position based in Hyderabad, Mumabi, NCR, Bengaluru and Chennai. Responsibilities include managing relationships with system integrator (SI) partners and driving strategic partnerships to foster business growth. This role involves identifying new partnership opportunities, overseeing account management, collaborating with partners to develop and execute joint initiatives, and ensuring alignment with MonkDB's strategic objectives. The SI Partner Manager & Lead will also analyze market trends and data to provide insights and recommendations for enhancing partnerships and driving sustained success.
This is a target-oriented role with clear revenue, pipeline, and partner activation goals.
Key Responsibilities
SI Relationship Management
- Own and manage strategic relationships with global and regional System Integrators
- Act as the primary point of contact for SI leadership and account teams
- Build strong working relationships across SI sales, delivery, project, sourcing, and development teams
- Establish MonkDB as a preferred data platform within partner ecosystems
Partner-Led Revenue & Pipeline
- Drive partner-sourced and partner-influenced revenue
- Identify, qualify, and track SI-originated opportunities
- Work with SI teams to position MonkDB in customer deals, RFPs, and transformation programs
- Ensure consistent deal progression from opportunity to closure
Enablement & Go-To-Market
- Enable SI teams on MonkDB positioning, use cases, architecture, and differentiation
- Coordinate joint GTM motions, solution campaigns, and industry-specific offerings
- Support joint customer pitches, workshops, and executive briefings
- Help partners build MonkDB-based solution accelerators and blueprints
Cross-Functional Collaboration
- Work closely with MonkDB pre-sales, sales, product, and engineering teams
- Align partner feedback with product roadmap and solution priorities
- Support partner PoCs, pilots, and initial deliveries to ensure success and repeat business
Governance & Performance Tracking
- Define and track partner KPIs: pipeline, bookings, active opportunities, certified resources
- Maintain partner plans, quarterly business reviews (QBRs), and forecasts
- Ensure alignment on commercial models, incentives, and engagement rules
Required Skills & Experience
Partner & SI Experience (Mandatory)
- Strong, demonstrable experience managing System Integrator partnerships
- Proven track record of partner-led revenue generation
- Experience working with multiple SI functions: sales, delivery, sourcing, project management, and engineering
- Deep understanding of SI operating models, margins, incentives, and delivery structures
Enterprise & Technology Exposure
· Experience in enterprise technology, data platforms, cloud, or AI solutions
· Ability to articulate platform value propositions to both business and technical stakeholders
· Comfortable working with pre-sales and solution teams to support complex deals
Sales & Execution Skills
- Target-driven mindset with experience owning revenue and pipeline numbers
- Strong negotiation, stakeholder management, and deal-shaping skills
- Ability to navigate long enterprise sales cycles and multi-party deal structures
Qualifications
- Bachelor's degree in Engineering, Business, or a related field
- 8–15 years of experience in partner management, alliances, or enterprise sales, with a strong SI focus
What We Offer
- Opportunity to build and scale a strategic SI ecosystem for a deep-tech platform
- High ownership and visibility in MonkDB's GTM and growth strategy
- Direct influence on large enterprise and national-scale deals
- Competitive compensation with performance-linked incentives
Ideal Candidate Profile
- Strong network and credibility within the SI ecosystem
- Commercially sharp with a hunter + partner-builder mindset
- Comfortable coordinating across sales, delivery, and engineering teams
- Passionate about building partner-driven growth engines for enterprise platforms
Mandatory SKills
- Strong analytical skills to assess market trends and provide actionable insights
- Proficiency in establishing and managing partnerships, with a focus on strategic relationships
- Experience in account management and the ability to maintain and deepen partner engagement
- Exceptional communication skills for effectively liaising with partners and internal teams
- Proven track record in developing and growing strategic partnerships
- Ability to work collaboratively in a dynamic and cross-functional environment
- Familiarity with advanced database technologies and AI-driven solutions is a plus
