The opportunity
MongoDB is standing up a dedicated ISV Partnerships function, and this Director role is the leadership seat at the center of that effort. You will own the strategy and execution of MongoDB's ISV partner program across a team of partner managers, covering both industry-specific…
What you'll do
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
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
What they're looking for
- Experienced Leader: 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
- Strategic and Executional: You can think at a program and portfolio level while remaining credible and effective in individual partner conversations. You do not treat these as separate skills
- Player-Coach: You are not a manager who delegates and monitors. You stay in the work, bring your own expertise to bear on complex situations, and understand that your direct involvement often unlocks outcomes your team cannot reach alone
- Program Builder: You have built or significantly scaled a partner program before. You know what the foundation needs to look like, how to sequence the work, and how to earn internal buy-in for a new motion
- Commercially Sophisticated: 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
- Talent Developer: You take the growth of your team seriously. You give direct feedback, invest in developing people's skills, and create an environment where strong performers want to stay
- Executive Communicator: You write and speak with clarity at the executive level. You can distill a complex partner portfolio into a clear strategic narrative and present it confidently to senior leadership
