Director, ISV Partnerships

Strategy and Program Leadership

• Define and own the strategic framework for MongoDB's ISV partner program, including segmentation across vertical and horizontal ISV categories, prioritization criteria, and the GTM approach for each partner tier
• Build and evolve the program infrastructure: onboarding processes, partner playbooks, co-sell frameworks, success metrics, and the internal operating model that connects ISV partnerships to MongoDB's revenue motion
• Set the vision for how ISV partnerships contribute to MongoDB's growth, and communicate that vision clearly to executive leadership, cross-functional stakeholders, and your team

Player-Coach Execution

• Stay personally engaged in the most strategically important partner relationships, including leading or co-leading negotiations, shaping joint value propositions, and representing MongoDB in senior-level partner conversations
• Identify early signals of partnership potential or risk across your team's portfolio and step in directly when a deal or relationship needs senior attention
• Model the behavior you expect from your team, including intellectual rigor in partner evaluation, commercial discipline in deal structuring, and a bias toward outcomes over activity

Team Development

• Lead, develop, and retain a team of Partner Managers, providing strategic direction, deal coaching, and career development that helps each person grow into a stronger partnership professional
• Establish clear expectations for performance, build a culture of accountability, and create space for your team to do their best work without micromanagement
• Contribute to future team hiring and organizational design as the ISV program scales

Cross-Functional Leadership

• Build strong working relationships with Sales, Product, Marketing, and Pre-Sales leadership to align ISV partnership strategy with MongoDB's broader go-to-market priorities
• Serve as the internal advocate for the ISV partner motion, educating field sellers on how to co-sell with ISV partners and working with Product to influence the roadmap based on partner ecosystem needs
• Present program performance, strategic priorities, and resource needs to senior leadership on a regular basis

Ecosystem Positioning

• Maintain a sharp point of view on the evolving ISV landscape, including which vertical markets and AI-native platforms represent the highest-value partnership opportunities for MongoDB
• Represent MongoDB externally at industry events, partner summits, and customer conversations to build visibility and accelerate business development

Who You Are

• 10+ years in partnerships, business development, or ISV program management, including at least four years managing a team of partnership professionals at a technology company
• You can think at a program and portfolio level while remaining credible and effective in individual partner conversations
• You are not a manager who delegates and monitors — you stay in the work and bring your own expertise to bear on complex situations
• You have built or significantly scaled a partner program before
• You have structured complex partnership agreements, understand co-sell economics, and can evaluate partner ROI in a way that stands up to scrutiny from Finance and Sales leadership
• You take the growth of your team seriously, give direct feedback, invest in developing people's skills, and create an environment where strong performers want to stay
• You write and speak with clarity at the executive level

Success Measures

• 3 Months: Develop a strong grasp of MongoDB's product, sales motion, and competitive position. Assess the existing state of ISV partnerships and opportunities. Establish working relationships with key internal stakeholders. Define initial program priorities and communicate them to your team and leadership.
• 6 Months: Activate a first cohort of high-priority ISV partnerships with defined value propositions and early co-sell plans in motion. Establish team operating rhythm, performance expectations, and early program infrastructure. Begin demonstrating partner-influenced pipeline.
• 12 Months: Deliver measurable business impact through ISV partner pipeline contribution, validated co-sell plays, and a growing set of active field relationships. Have a clear program framework in place with buy-in from Sales and Product leadership. Build and retain a high-performing team.