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Director, ISV Partnerships

1 month, 3 weeks ago
United States
Full-time
Lead
Partnerships Manager
Sales and Business Development
AWS Azure GCP MongoDB
Apply Now
MongoDB

MongoDB

MongoDB provides a developer data platform that simplifies data management and accelerates application development, enabling businesses to leverage modern database technology for innovative solutions across various industries.

Internet Software & Services
1K-5K
Founded 2007
View All Jobs 63

Description

  • Define and own the strategic framework for MongoDB’s ISV partner program, including segmentation, prioritization, and go-to-market approach by partner tier.
  • Build and evolve program infrastructure such as onboarding, partner playbooks, co-sell frameworks, success metrics, and operating models.
  • Set and communicate the vision for how ISV partnerships contribute to MongoDB’s growth to executive leadership and cross-functional stakeholders.
  • Stay directly engaged in the most strategically important partner relationships, including leading or co-leading negotiations and shaping joint value propositions.
  • Identify early signals of partnership potential or risk and step in directly when deals or relationships need senior attention.
  • Lead, develop, coach, and retain a team of Partner Managers.
  • Establish performance expectations, accountability, and a team culture that supports strong execution.
  • Contribute to future hiring and organizational design as the ISV program scales.
  • Build strong working relationships with Sales, Product, Marketing, and Pre-Sales leadership to align partnership strategy with go-to-market priorities.
  • Serve as an internal advocate for the ISV motion, including educating sellers on co-selling and influencing product roadmap priorities based on ecosystem needs.
  • Present program performance, strategic priorities, and resource needs to senior leadership on a regular basis.
  • Represent MongoDB externally at industry events, partner summits, and customer conversations to build visibility and business development opportunities.

Requirements

  • 10+ years of experience in partnerships, business development, or ISV program management.
  • At least 4 years of experience managing a team of partnership professionals at a technology company.
  • Experience building or significantly scaling a partner program.
  • Ability to operate at both a program/portfolio level and in individual partner conversations.
  • Experience structuring complex partnership agreements and understanding co-sell economics.
  • Ability to evaluate partner ROI in a way that stands up to scrutiny from Finance and Sales leadership.
  • Strong executive communication skills, including clear writing and speaking at senior levels.
  • Experience developing talent through direct feedback, coaching, and career development.
  • Comfort working as a player-coach who stays hands-on in complex situations.
  • Experience in a technology company and familiarity with internal cross-functional leadership across Sales, Product, Marketing, and Pre-Sales.
  • Preferred: experience with vertical ISVs and AI-native platforms, or building partner motions in similar ecosystem categories.

Benefits

  • Base salary range of $162,000–$203,000 USD for U.S.-based candidates.
  • Equity as part of the total compensation package.
  • Employee stock purchase program.
  • Flexible paid time off.
  • 20 weeks of fully paid gender-neutral parental leave.
  • Fertility and adoption assistance.
  • 401(k) plan.
  • Mental health counseling and access to transgender-inclusive health insurance coverage.

Interested in this position?

Apply directly on the company website

Apply Now

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