Performance Testimonial for AJ DiDonato

Back in May, AJ presented to an app team at one of my accounts on the pros/cons of DynamoDB and MongoDB. Today, AJ and I are working together on a deal that was sized between $1.5-$1.7M ARR to replace DynamoDB at that account. In the words of the Sr. Director of Engineering at that account, this is the "most important strategic initiative at the company by far," and AJ has been proactive, calm, and knowledgeable all while handling a very complex account with lots of stakeholders with a lot of care. This deal highlights the markings of a good SA because it is in a complex strategic account that has both a lot of risk and a lot of opportunity. AJ has been able to communicate to the customer and internal stakeholders effectively while managing competing priorities in the account. This is by far my most important and strategic account in this half of the FY and AJ has been an incredible asset to the account team.

How has AJ helped progress deals that you have worked on? -AJ has been a tremendous partner for my team. He has worked with multiple EAEs on Dev Days, Atlas demos, discovery calls, education sessions, etc., leading to meaningful NWLs. This is all because AJ is prepared and can excite and energize a client about MongoDB. What qualities does AJ possess that make him a strong SA? -Organized and prepared -Trust -Communicating with clarity internally and externally -Collaborative -Easy to work with - accommodating if necessary -Deep understanding of MongoDB, our company, and how to effectively run CoM discovery -Effectively proving why MongoDB is the right technology to solve a client's pain (identifying the right RCs and tying it back to how MongoDB can solve their challenges) -The art of the possible with MongoDB Would you trust AJ with your most important accounts? 1000% - he has earned it and is ready for promotion!

AJ has done a great job with workshops and educating customers and actually came to a customer lunch with me a couple weeks back that resulted in search nodes + analytics nodes being added. He's an asset to any team.

AJ is much more than a solutions engineer that comes in to deals, offers technical expertise and gets back on with his daily tasks. He seeks to partner and truly understand the ins and outs of every deal, prioritizing the rep's plans and goals while maintaining a high standard of excellence for himself. Having AJ in the organization makes cross team collaboration enjoyable, he's quick to offer his support even if every bit of information within the deal isn't clear, because he is a master at pivoting in unique customer challenges and quickly understanding the path towards resolution. I have no doubt AJ will be a huge addition to any organization he is a part of.

Over the past years of working with AJ on various opps, I've seen him demonstrate technical expertise and incredible client engagement/champion building. AJ is able to quickly understand complex requirements and then translate them into effective solutions for the customer. He took time to understand JPMC and the nuances that come with this account, further showcasing he is dedicated to ensure success when speaking to customers. He is always digging in asking 2nd and 3rd level questions as well. Recently, we were in Tampa for a MongoDB Day and at the dinner he was talking to one of the Executive Directors for a payments application and now we have a follow up call to dive into search with him. I would definitely trust AJ with my most important accounts and look forward to continuing to work with him.

AJ has always been someone the JPMC team can trust and turn to if our SAs do not have bandwidth. AJ has run a total of 9 enablement + workshop sessions covering over 300+ JPMC Developers and Architects. He quickly establishes credibility and trust with the customer which are core foundational skillsets for Champion Building. I can personally speak to a dinner in Tampa where AJ met two (2) Executive Directors in CIB Payments... by the end of the dinner, they were asking AJ when he was joining the team, and when he could meet their boss, Jill Jenson - Managing Director, Payments. This is an immediate signal to AJ's interpersonal skills and Champion Building abilities outside of his technical acumen. I endorse AJ for future roles supporting accounts in Enterprise Growth.

AJ has been instrumental to the success of the PLS organization in North America with new workloads and professional services. He helps PLS AEs to understand technical concepts, ask discovery questions to identify WL opportunities, prepare for TFWs, mitigate risks with Atlas deployments and position professional services. AJ goes beyond his responsibilities by being always accessible for reps and helping RDs enable them into technical concepts. He has demonstrated ownership, critical thinking, and intelligence during the years working with us and I'm looking forward to what we'll accomplish together in the next quarter.

AJ has been a tremendous asset for my team and the Partner Org in helping support us in building strong technical champions across our most strategic partnerships. I'd like to point out AJ's ability to quickly build strong technical credibility and trust across Senior Technical leaders at Accenture through the enablement workshops, but also his diligent follow through to drive incremental MongoDB certification with our partners. AJ has owned running a number of SI Associate & Architect Certification workshops at Accenture, including an in-person workshop in Hartford, CT, with Accenture NE Leadership, where AJ himself drove over 100 MongoDB SI Associate certifications in just an afternoon. In AJ's role with the RPC team, he's gone above and beyond to understand the nuances and complexities of our partnerships with SIs, CSPs, and ISVs – his strong technical acumen, ability to ask challenging 2nd/3rd level technical questions, qualify quality NWLs, and build champions has not gone unnoticed.I have tried hiring him for a partner SA role and greatly appreciate his hard work and dedication!

My customer is launching a greenfield project in 2025. Security is a critical part of their decision process - they are evaluating field level encryption capabilities and planned to do a proof of concept with multiple vendors. AJ joined our discovery and was influential in identifying the key technical requirements for the customer. Based on our detailed discovery, AJ then put together a targeted overview for a few key individuals, including Shaji Padiyath (Director, Database Services). Shaji told us that this session greatly sped up the POC, saved his team significant time, and put MongoDB in a favorable position to win future workloads during the Greenfield transition. AJ gained a lot of trust with Shaji, and he invited us back to run a second session with 30+ individuals from 360insights, including members of the leadership team we have not been able to speak to up until this point. AJ has established a fantastic relationship with this customer and helped us build a great foundation with this customer for future growth.