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About the Role

MongoDB is establishing a dedicated ISV Partnerships function, with this Director role leading the effort. You will define and execute MongoDB's ISV partner program across a team of partner managers, covering both industry-specific ISVs and horizontal AI-native ISVs. This role requires direct involvement, setting strategic direction for identifying, activating, and scaling ISV partnerships, influencing key relationships, shaping agreements, and coaching the team through complex deals. You will operate as a player-coach, intellectually engaged in important partnerships, hands-on when necessary, and consistently raising team standards. This greenfield program offers significant ownership over its construction, methodology, success definition, and how the function gains credibility with Sales, Product, and executive leadership.

Responsibilities

Define and own the strategic framework for the ISV partner program, including segmentation, prioritization, and GTM approach.
Build and evolve program infrastructure: onboarding, playbooks, co-sell frameworks, success metrics, and internal operating model.
Set and communicate the vision for ISV partnerships' contribution to growth to leadership and stakeholders.
Engage personally in strategically important partner relationships, leading negotiations and shaping value propositions.
Identify partnership potential or risk and intervene when senior attention is needed.
Model expected team behavior: intellectual rigor, commercial discipline, and outcome bias.
Lead, develop, and retain Partner Managers, providing strategic direction, coaching, and career development.
Establish clear performance expectations, foster accountability, and enable team autonomy.
Contribute to future team hiring and organizational design.
Build strong cross-functional relationships with Sales, Product, Marketing, and Pre-Sales leadership.
Advocate for the ISV partner motion, educate field sellers on co-selling, and influence product roadmap.
Present program performance, strategic priorities, and resource needs to senior leadership.
Maintain a sharp view on the evolving ISV landscape and high-value partnership opportunities.
Represent the company externally at industry events, partner summits, and customer conversations.

Requirements

10+ years in partnerships, business development, or ISV program management.
At least four years managing a team of partnership professionals at a technology company.
Ability to think at a program and portfolio level while being effective in individual partner conversations.
Experience building or significantly scaling a partner program.
Demonstrated commercial sophistication in structuring complex partnership agreements, understanding co-sell economics, and evaluating partner ROI.
Player-coach approach, staying involved in work and leveraging expertise for complex situations.
Commitment to talent development, including providing direct feedback and investing in skill development.
Executive-level written and verbal communication skills, including distilling complex information into strategic narratives.

Skills

Strategic thinking
Execution
Negotiation
Deal structuring
Partner ROI evaluation
Team leadership
Coaching
Talent development
Cross-functional collaboration
Advocacy
Public speaking
Business development
ISV program management
Market analysis
Executive communication

Location

Remote
United States

Experience Level

10+ years in partnerships, business development, or ISV program management
At least four years managing a team of partnership professionals

Salary/Compensations

$162,000—$203,000 USD

Benefits

Equity
Participation in the employee stock purchase program
Flexible paid time off
20 weeks fully-paid gender-neutral parental leave
Fertility and adoption assistance
401(k) plan
Mental health counseling
Access to transgender-inclusive health insurance coverage
Health benefits offerings

About the Company

MongoDB is built for change, empowering customers and people to innovate at market speed.
We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software.
MongoDB’s unified database platform, the most widely available, globally distributed database on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI.
Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is 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, we’re powering the next era of software.
Our Leadership Commitment guides 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 to drive personal growth and business impact.
We value employees’ wellbeing and support them with employee affinity groups, fertility assistance, and a generous parental leave policy.

Equal Opportunity

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process.
MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.