# Director, Partner Programs

**Company:** [MongoDB](https://hotfix.jobs/companies/mongodb)
**Location:** Unspecified
**Role:** Partnerships
**Salary:** $112k – $220k/yr
**Experience:** 10+ years
**Skills:** Partner Programs, Channel Programs, Alliances, Partner Marketing, Incentive Frameworks, Mdf, Spifs, Rebates, Cloud Marketplace, Prm Platforms, Salesforce Prm, Go-to-Market Strategy, Partner Certification
**Posted:** 2026-07-24

> Own and evolve MongoDB's global multi-tier Partner Program across all categories (Technology, Services, Cloud, etc.), including strategy, tiering, incentives, certification, team management, and cross-functional governance to drive partner engagement and revenue.

## Job Description

## Own Partner Program strategy and structure
- Own and evolve the overall architecture of the MongoDB Partner Program across all partner categories — Technology, Services and Solutions, Cloud, Built with MongoDB, and Certified by MongoDB DBaaS — including tiering, entitlements, and benefits at each level
- Ensure the program structure stays aligned to MongoDB's broader GTM strategy, including emerging priorities like AI-driven partnerships and cloud marketplace growth
- Own partner certification pathways (e.g., SI Associate and SI Architect certifications) and ensure they reflect current MongoDB technology and sales priorities

## Design and govern incentives
- Own the global partner incentive framework — MDF, SPIFs, rebates, and co-sell incentives — ensuring programs are compliant, scalable, and clearly tied to desired partner behaviors
- Partner directly with the Sales Plays & Offerings lead to evaluate and structure incentives behind specific sales plays and joint offerings, translating field-level recommendations into funded, governed programs
- Track incentive ROI and make the call on which programs to scale, adjust, or sunset

## Manage program operations and team
- Manage a team of Partner Program Managers, each responsible for one or more partner categories, setting priorities and holding the team accountable to program health metrics
- Own the end-to-end partner journey at the program level: onboarding, tiering/qualification, certification, renewal, and escalation resolution
- Partner with Enablement to make sure certification and program content stays current and effectively delivered to partners

## Partner across the ecosystem function
- Work closely with the Business Product Manager, PRM to ensure program rules (tiering logic, entitlements, certification tracking) are accurately reflected and enforced in the PRM platform
- Partner with Digital Process & AI Operations to identify where program administration (qualification, renewals, claims processing) can be automated or enhanced with AI
- Represent Partner Programs in planning and strategy conversations with the VP of Partner Strategic Operations and other Partner org leaders

## Measure and report
- Define and own program-level KPIs: partner activation and tier distribution, certification completion, program-driven pipeline and revenue, and partner satisfaction
- Deliver regular program health reporting and business reviews to the VP and other executive stakeholders
- Use data to continuously refine program design — what's driving partner engagement and revenue, and what isn't

## What You'll Bring
- 10+ years of experience in partner/channel programs, alliances, or partner marketing at a B2B SaaS or infrastructure/data company, with at least 3+ years managing a team
- A track record of owning a multi-tier partner program end to end — design, launch, governance, and ongoing evolution — ideally spanning multiple partner types (ISV, SI/services, cloud/marketplace)
- Deep experience designing and governing partner incentive programs (MDF, SPIFs, rebates) with clear ROI discipline
- Experience with cloud marketplace partner programs (AWS, Azure, GCP) and how they interact with a vendor's own partner program
- Strong cross-functional leadership — comfortable partnering with sales, enablement, product, legal, and finance to keep a global program running smoothly
- Familiarity with PRM platforms (Salesforce PRM, Impartner, Workspan, or similar) and how program rules get operationalized in them
- Executive presence: experience presenting program strategy and results to senior leadership and adjusting based on executive input
- Strong people-management skills, with experience developing and prioritizing the work of a small team

## Nice to Have
- Experience running or scaling a partner certification program
- Background in database, cloud infrastructure, or developer-focused technology markets
- Experience partnering with a dedicated PRM product owner or digital/AI operations function on program automation

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