Principal Partner Programs Lead

About the role

MongoDB is initiating a unique ISV partner strategy, and we are seeking a Principal Partner Programs Lead to play a role in this venture. This position involves establishing and expanding partnerships with independent software vendors in both industry-specific and AI-native sectors. The successful candidate will help define the approach MongoDB takes in collaborating with ISVs, creating a scalable framework for success.

Key facts

What you'll do

• Identify and engage promising ISV partners across vertical markets such as finance, healthcare, insurance, retail, and manufacturing, as well as horizontal AI-native platforms.
• Structure partnership agreements, articulate joint value propositions, and lay the groundwork for sustainable collaboration.
• Assess product-market fit with new ISV partners through integration efforts, customer validation, and collaborative pipeline development.
• Create and implement go-to-market strategies that activate MongoDB's sales teams around ISV solutions, including co-selling and joint account initiatives.
• Collaborate with ISV partners to enhance the adoption of validated integrations through various sales channels and marketplace initiatives.
• Monitor ongoing partnership success by analyzing adoption rates, pipeline contributions, and co-selling outcomes, adjusting strategies as needed.
• Contribute to the formation and refinement of MongoDB's ISV partner program, including frameworks for tiering, onboarding, and success metrics.
• Develop reusable resources such as partner playbooks and solution briefs to boost productivity for both MongoDB and ISV partners.
• Work closely with teams across MongoDB, including Sales, Pre-Sales, Product, Marketing, and Legal, to align on partner strategies and achieve measurable results.
• Represent the interests of ISV partners in internal discussions regarding product development and market strategies.
• Stay informed about the vertical SaaS and AI application landscape, understanding how ISVs operate within the markets MongoDB serves.
• Attend industry events and conferences to enhance MongoDB's visibility and foster partnership growth.

Requirements

• Over 8 years of experience in business development, partnerships, or ISV program management, with a proven track record of managing complex partnership initiatives from inception to execution.
• Strong understanding of how enterprise software is marketed and sold, with the ability to translate technical integrations into effective co-selling strategies.
• A proactive approach to new opportunities, comfortable navigating ambiguity and taking initiative without existing playbooks.
• Strong business acumen to evaluate partnership potential, structure deals, and prioritize partners effectively.
• Sufficient technical knowledge to comprehend how ISVs data platforms and what makes integrations appealing to developers and enterprise clients.
• Excellent communication skills, capable of engaging with a diverse audience from ISV founders to internal executives.
• Ability to build and maintain strong relationships with both external partners and internal stakeholders.

Success Measures

• 3 Months: Gain a solid understanding of MongoDB's products, sales processes, and existing ecosystem. Identify and prioritize initial ISV partner targets.
• 6 Months: Activate early ISV partnerships with defined value propositions and initial co-selling plans. Establish relationships with key Sales stakeholders.
• 12 Months: Show measurable impact through ISV partner-influenced pipeline and validated integrations, contributing to the broader ISV program framework.

About MongoDB

MongoDB is designed for change, enabling our customers and employees to innovate swiftly. We have transformed the data platform landscape for the AI era, allowing developers to create and disrupt industries. Our unified data platform, MongoDB Atlas, 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 a significant portion of the Fortune 100, MongoDB is at the forefront of the next software era.

We are dedicated to fostering a supportive and enriching culture for our employees, offering various benefits including employee affinity groups, fertility assistance, and generous parental leave policies. We prioritize the well-being of our team and support them throughout their professional and personal journeys.

MongoDB is committed to providing necessary accommodations for individuals with disabilities during the application and interview process. Please inform your recruiter if you require any assistance.

MongoDB is an equal opportunity employer.

Req ID: 2273450145

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.