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About the Role

This is a founding role within MongoDB's first-of-its-kind ISV partner motion, focused on identifying, developing, and scaling partnerships with independent software vendors. You will shape the program from the ground up, define go-to-market strategies, and build a repeatable playbook for scaling partnerships.

Responsibilities

• Identify, recruit, and activate high-potential ISV partners across vertical and horizontal categories.
• Source and structure partnership agreements, define joint value propositions, and establish commercial and technical foundations.
• Validate initial product-market fit with new ISV partners through early integration work and joint pipeline generation.
• Develop and execute partner GTM plans to activate MongoDB's sales field around ISV partner solutions.
• Work with ISV partners to drive adoption and distribution of validated integrations through field sales channels and marketplace.
• Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance.
• Contribute to the design and evolution of MongoDB's ISV partner program, including tiering frameworks and success metrics.
• Build reusable assets such as partner playbooks, joint solution briefs, and field guides.
• Partner closely with MongoDB's Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy.
• Represent the ISV partner perspective internally, advocating for partner needs in product roadmap and GTM planning.
• Maintain a deep understanding of the vertical SaaS and AI application landscape.
• Represent MongoDB at relevant industry events, conferences, and partner communities.

Requirements

• 8+ years in business development, partnerships, or ISV program management.
• Demonstrated experience managing complex partnership initiatives from sourcing through GTM execution.
• Understanding of how enterprise software is bought and sold.
• Ability to translate a technical integration into a field co-sell motion that generates pipeline.
• Energized by greenfield opportunities and comfortable operating with ambiguity.
• Ability to structure a partnership deal, evaluate partner ROI, and make compelling internal cases.
• Sufficient technical aptitude to understand how ISVs build on data platforms.
• Ability to communicate clearly and credibly with diverse audiences.
• Ability to build trust quickly with external partners and internal stakeholders.
• Develop a strong working knowledge of MongoDB's product, sales motion, and existing ecosystem within 3 months.
• Identify and prioritize a first wave of ISV partner targets within 3 months.
• Begin outreach and early conversations within 3 months.
• Activate initial ISV partnerships with defined joint value propositions and early co-sell plans within 6 months.
• Establish working relationships with key Sales stakeholders within 6 months.
• Deliver first quick wins within 6 months.
• Demonstrate measurable business impact through ISV partner-influenced pipeline within 12 months.
• Contribute meaningfully to the broader ISV program framework within 12 months.

Skills

• Business Development
• Partnerships
• ISV Program Management
• Go-to-Market (GTM) Execution
• Commercial Acumen
• Technical Aptitude
• Cross-functional Collaboration
• Communication
• Relationship Building

Location

• London

Work Type

• Hybrid

Experience Level

• 8+ years

Benefits

• Fertility assistance
• Generous parental leave policy

About the Company

• MongoDB is built for change, empowering customers and people to innovate at the speed of the market.
• We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software.
• MongoDB's unified database platform is the most widely available, globally distributed database on the market.
• Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database available across AWS, Google Cloud, and Microsoft Azure.
• With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, MongoDB is powering the next era of software.
• Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win.
• We are committed to developing a supportive and enriching culture for everyone, driving personal growth and business impact.
• We value our employees’ wellbeing and support them along every step of their professional and personal journeys.

Equal Opportunity

• MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process.
• To request an accommodation due to a disability, please inform your recruiter.
• MongoDB is an equal opportunities employer.