The opportunity
We are building a first-of-its-kind ISV partner motion at MongoDB, and this role is a founding part of that effort. As Sr.
What you'll do
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
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
What they're looking for
- Experienced: 8+ years in business development, partnerships, or ISV program: management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution
- GTM-Oriented: You understand how enterprise software is bought and sold, and you know how to translate a technical integration into a field co-sell motion that generates pipeline
- Builder Mentality: You are energized by greenfield opportunities. You do not wait for a playbook to exist before taking action, and you are comfortable operating with ambiguity
- Commercially Sharp: You can structure a partnership deal, evaluate partner ROI, and make a compelling internal case for which partners to prioritize and why
- Technically Fluent: You have enough technical aptitude to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers alike
- Collaborative Communicator: You communicate clearly and credibly with audiences ranging from ISV founders and field sellers to internal executives, you write well and run tight meetings
- Relationship-Driven: You build trust quickly with external partners and internal stakeholders and maintain strong relationships over time
