Senior Partner Programs Lead
Own identification, development, and scaling of ISV partnerships at MongoDB across vertical and AI-native categories. Build greenfield partner program, drive co-sell execution with sales, and deliver measurable pipeline impact.
ISV Partnership Development
- Identify, recruit, and activate high-potential ISV partners across both vertical (industry-specific) and horizontal (AI-native) categories, prioritizing partners with strong product-market fit and distribution potential
- Source and structure partnership agreements, define joint value propositions, and establish the commercial and technical foundations for long-term partnership success
- Validate initial product-market fit with new ISV partners through early integration work, customer proof points, and joint pipeline generation
Partner Scaling and Field Distribution
- Develop and execute partner GTM plans that activate MongoDB's sales field around ISV partner solutions, including co-sell plays, joint account targeting, and field enablement materials
- Work with ISV partners to drive adoption and distribution of validated integrations through field sales channels, partner-led motions, and marketplace presence
- Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance, and refining GTM strategies based on results
Program Building
- Contribute to the design and evolution of MongoDB's ISV partner program, including tiering frameworks, onboarding processes, and success metrics
- Build reusable assets such as partner playbooks, joint solution briefs, and field guides that accelerate the productivity of both MongoDB sellers and ISV partners
Cross-Functional Collaboration
- Partner closely with MongoDB's Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy, drive joint initiatives, and deliver measurable outcomes
- Represent the ISV partner perspective internally, advocating for partner needs in product roadmap discussions and go-to-market planning
Ecosystem Awareness
- Maintain a deep understanding of the vertical SaaS and AI application landscape, including how ISVs build, distribute, and scale in the markets MongoDB serves
- Represent MongoDB at relevant industry events, conferences, and partner communities to build visibility and accelerate partnership development
Who You Are
- 6+ years in business development, partnerships, or ISV program management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution
- Understand how enterprise software is bought and sold, and how to translate a technical integration into a field co-sell motion that generates pipeline
- Energized by greenfield opportunities and comfortable operating with ambiguity
- Can structure a partnership deal, evaluate partner ROI, and make a compelling internal case for which partners to prioritize
- Technically fluent enough to understand how ISVs build on data platforms and what makes an integration compelling
- Communicate clearly and credibly with ISV founders, field sellers, and internal executives
- Build trust quickly with external partners and internal stakeholders
Success Measures
- 3 Months: Develop working knowledge of MongoDB's product, sales motion, and ecosystem. Identify and prioritize first wave of ISV partner targets. Begin outreach and early conversations
- 6 Months: Activate initial ISV partnerships with defined joint value propositions and early co-sell plans. Establish working relationships with Sales stakeholders. Deliver first quick wins
- 12 Months: Demonstrate measurable business impact through ISV partner-influenced pipeline, validated integrations, and scalable co-sell motion. Contribute to the broader ISV program framework
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