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About the role
MongoDB Pre-Sales Solutions Architects are technical business advisors who help customers design, justify, and adopt reliable, scalable systems using MongoDB’s data platform. They own the technical strategy across complex opportunities—from discovery and qualification through architecture, proof of value, executive alignment, and successful adoption—and connect technical decisions to measurable business outcomes.
You’ll partner closely with Account Executives, Sales Leadership, Customer Success, Professional Services, and ecosystem partners to shape multi-threaded account strategies, build champions, de-risk complex architectures, and drive expansion. You’ll serve as a trusted advisor to developers, architects, operations leaders, and business executives, helping organizations modernize legacy systems, build AI-powered applications, and realize measurable value from MongoDB.
. We are looking to speak to candidates who are based in Tokyo for our hybrid working model.
AS AN IDEAL CANDIDATE, YOU WILL HAVE:
Ideally 8 to 11 years of related experience in a customer facing role, with 5 to 7 years of experience in pre-sales with enterprise software
Minimum of 3 years experience with modern scripting languages (e.g. Python, Node.js, SQL) and/or popular programming languages (e.g. C/C++, Java, C#) in a professional capacity
Experience designing with scalable and highly available distributed systems in the cloud and on-prem
Demonstrated ability to lead architecture reviews for complex, multi-component applications and platforms, identifying risks, evaluating trade-offs, and providing clear guidance to modernize, optimize, and de-risk the solution
Excellent presentation, communication, and interpersonal skills, with the ability to convey complex technical and business concepts in a clear and compelling manner to technology and business leadership
Ability to partner with Sales Leadership and Account Executives on multi-threaded account and territory strategies, prioritize opportunities, constructively challenge assumptions, and align MongoDB and ecosystem resources around measurable customer and business outcomes
Demonstrated ability to connect technical recommendations to customer business drivers, measurable outcomes, ROI/TCO, and clear success criteria
Experience leading conversations with senior technical and business stakeholders, including executives, and influencing long-term modernization, data, and AI strategies
Demonstrated ability to create reusable reference architectures, demos, playbooks, or enablement content that improves the effectiveness of other Solutions Architects
The ability to travel up to 25%
A Bachelor’s degree or equivalent work experience
YOU MAY ALSO HAVE:
Experience selling databases and/or deploying applications with any of the major cloud providers
Experience with database programming and data models
Experience in data engineering or AI/ML projects
Experience in transforming legacy systems and platforms into modern, scalable, and efficient technology stacks
Understanding of popular sales methodologies/ frameworks such as MEDDPICC/ Command of the Message
A MongoDB Certification
A Cloud Provider Certification
WHAT YOU DO AT MONGODB:
In this role, you will work on complex opportunities where analysis of situations or data requires an in-depth evaluation of various factors. You will:
Design and Architect: Own the end-to-end technical strategy for complex opportunities, designing scalable and performant applications, systems, and infrastructure leveraging MongoDB. Lead architecture reviews, evaluate trade-offs, and reduce technical risk across cloud, on-premises, and hybrid environments.
Customer Advising and Value Articulation: Lead discovery with technical and business stakeholders to understand customer priorities, business drivers, and success measures. Guide customers on architecture, modernization, optimization, and AI patterns while clearly connecting MongoDB’s capabilities to measurable business value.
Sales Partnership: Partner with Account Executives and Sales Leadership on account planning, opportunity prioritization, qualification, and pipeline-generation strategy. Own the technical aspects of the sales cycle—including discovery, demonstrations, proof of value, proposals, sizing, ROI/TCO analysis, presentations, and documentation—and constructively challenge assumptions when needed.
Executive and Stakeholder Engagement: Build trusted relationships with architects, developers, operations leaders, and executives across multiple teams and workloads. Develop champions, navigate stakeholder dynamics, and maintain strategic relationships beyond individual sales opportunities.
Demand Generation: Proactively generate demand within the sales territory through technical workshops, executive briefings, user groups, webinars, industry events, account-based marketing activities, and other self-driven initiatives.
Customer Success: Define clear technical success criteria and help customers achieve adoption, reduce risk, and accelerate time-to-value. Foster strong customer relationships and support successful modernization, migration, and AI initiatives.
Innovation, Enablement, and Improvement: Create reusable reference architectures, demos, playbooks, and technical content that scale the impact of the Solutions Architecture organization. Relay structured field feedback to Product and Engineering, mentor other Solutions Architects, and continuously improve MongoDB solutions and engagement practices.
Personal Training and Development: Engage in ongoing training and professional development to stay at the forefront of MongoDB’s product suite, cloud-native architectures, AI and RAG patterns, data security, observability, and relevant industry trends.
WHAT YOU WILL LEARN:
MongoDB Data Platform: Apply deep knowledge of MongoDB, Atlas, Atlas Search, Atlas Vector Search, Atlas Stream Processing, Atlas Data Lake, Charts, and Relational Migrator to customer use cases.
Modern Application Architectures: Design cloud-native, distributed, highly available, secure, and observable systems across hyperscaler, on-premises, hybrid, and multi-cloud environments.
AI and Application Modernization: Help customers modernize legacy systems and build AI-powered applications, including retrieval-augmented generation, vector search, real-time data, and event-driven architectures.
Customer and Commercial Leadership: Develop executive communication, discovery, objection handling, value articulation, ROI/TCO analysis, and multi-threaded account strategy skills.
Organizational Impact: Build reusable technical assets, share field insights, mentor peers, and contribute to the broader Solutions Architecture community.
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 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.
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