Director, ISV Partnerships

About the role

MongoDB is establishing a dedicated function for ISV Partnerships, and this Director position will be pivotal in leading that initiative. You will be responsible for the strategy and implementation of the ISV partner program, managing a team of partner managers focused on both industry-specific ISVs across sectors like finance, healthcare, insurance, retail, and manufacturing, as well as AI-native ISVs that develop platforms and tools for various industries.

Key facts

What you'll do

• Develop and oversee the strategic framework for MongoDB's ISV partner program, including categorization of ISVs by industry and the go-to-market strategy for each partner tier.
• Create and refine the program's infrastructure, including onboarding processes, partner playbooks, co-selling frameworks, success metrics, and the internal operating model that links ISV partnerships to MongoDB's revenue objectives.
• Articulate a clear vision of how ISV partnerships will drive MongoDB's growth and effectively communicate this vision to executive leadership and cross-functional teams.
• Maintain direct involvement in key partner relationships, leading negotiations, shaping joint value propositions, and representing MongoDB in high-level discussions.
• Proactively identify potential partnership opportunities or risks within your team's portfolio and step in when senior-level engagement is necessary.
• Exemplify the standards you expect from your team, demonstrating thorough partner evaluations, disciplined deal structuring, and a focus on achieving results.
• Lead and mentor a team of Partner Managers, providing strategic guidance, coaching on deals, and fostering career development to enhance their skills in partnership management.
• Set clear performance expectations and cultivate a culture of accountability, allowing your team to excel without micromanagement.
• Collaborate closely with Sales, Product, Marketing, and Pre-Sales leadership to align ISV partnership strategies with MongoDB's broader market objectives.
• Advocate for the ISV partner initiative internally, educating sales teams on co-selling strategies and collaborating with Product teams to influence the roadmap based on partner needs.
• Regularly present program performance, strategic goals, and resource requirements to senior leadership.
• Stay informed about the evolving ISV landscape, identifying high-value partnership opportunities in vertical markets and AI-native platforms for MongoDB.
• Represent MongoDB at industry events, partner summits, and customer meetings to enhance visibility and accelerate business development efforts.

Requirements

• Over 10 years of experience in partnerships, business development, or ISV program management, including at least four years in a leadership role at a technology company.
• Ability to think strategically while effectively engaging in individual partner discussions.
• Willingness to be hands-on and involved in complex situations rather than delegating tasks.
• Experience in building or significantly scaling a partner program, with a clear understanding of foundational requirements and internal buy-in processes.
• Strong commercial acumen with experience in structuring complex partnership agreements and evaluating partner ROI.
• Commitment to team development, providing constructive feedback and fostering an environment that retains top talent.
• Proficient in communicating clearly and effectively at the executive level, capable of distilling complex information into strategic narratives.

Success Measures

• 3 Months: Gain a comprehensive understanding of MongoDB's products, sales strategies, and competitive landscape. Assess the current state of ISV partnerships and establish relationships with key stakeholders. Define initial program priorities and communicate them effectively.
• 6 Months: Activate a cohort of priority ISV partnerships with defined value propositions and initiate co-selling strategies. Establish team performance expectations and early program infrastructure. Start demonstrating pipeline influenced by partnerships.
• 12 Months: Achieve measurable business impact through ISV partner contributions, validated co-selling initiatives, and a growing network of active field relationships. Establish a clear program framework with support from Sales and Product leadership, while building and maintaining a high-performing team.

About MongoDB

MongoDB empowers organizations to innovate rapidly in a fast-changing market. The company has redefined the data platform for the AI era, enabling builders to create and transform industries through software. MongoDB's unified data platform is the most widely available globally distributed data platform, assisting organizations in modernizing legacy systems and embracing innovation. MongoDB Atlas, the cloud-native platform, is the only globally distributed, multi-cloud data platform available across AWS, Google Cloud, and Microsoft Azure.

With a global presence and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, MongoDB is at the forefront of the next software era.

MongoDB is committed to fostering a supportive and enriching culture for all employees, offering various benefits including equity, flexible paid time off, fully-paid parental leave, and mental health support. The company is dedicated to ensuring equal employment opportunities and prohibits discrimination of any kind.

MongoDB's base salary range for this role is $192,800 to $241,000 USD. Compensation is determined based on various factors including experience, qualifications, and location.

About the company

MongoDB is built for change, empowering our customers and our 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.