Principal of Strategic Partnerships, MongoDB
Independent Software Vendor
$129.6-162k
Senior and Expert level
San Francisco Bay Area
Developer data platform
Be an early applicant
Developer data platform
1001+ employees
B2BEnterpriseBig dataCloud Computing
Be an early applicant
$129.6-162k
Senior and Expert level
San Francisco Bay Area
1001+ employees
B2BEnterpriseBig dataCloud Computing
Company mission
To empower innovators to create, transform, and disrupt industries by unleashing the power of software and data.
Role
Who you are
- This position requires expertise in partnership development, technical acumen, and the ability to collaborate across teams and organizations
- Experienced: 8+ years of experience in business development, partnerships, ISV/channel partner management, or strategic account management, with a demonstrated ability to manage complex partner relationships and drive measurable business outcomes
- Strategic & Tactical: Proven ability to think both at a high level (partner strategy, market dynamics) and dive into details (partner economics, technical integrations, GTM execution) to solve problems and create opportunities
- Skilled Negotiator: Experience negotiating partnership agreements and driving their implementation to deliver exceptional outcomes for both MongoDB and partners
- GTM Expert: Strong track record of designing and executing successful go-to-market initiatives with partners, including co-marketing, co-selling, and joint solution development
- Technically Strong: You have technical aptitude to understand how ISVs build on MongoDB, database consumption patterns, and developer ecosystems, enabling credible conversations with technical stakeholders
- Business-Minded: Analytically skilled to guide decision-making and measure program success with a data-driven approach. Strong understanding of software business models, consumption economics, and what drives ISV growth. Ability to structure partnerships that align incentives and create win-win scenarios
- Collaborative Communicator: Strong verbal and written communication skills—tailored to engage audiences ranging from developers to executives across internal and external teams
- Relationship Builder: Exceptional interpersonal skills with the ability to build trust and credibility with partner executives, internal stakeholders, and cross-functional teams
- Self-Starter: You thrive in fast-paced, ambiguous environments, take ownership of initiatives, and can independently deliver results while rallying others around high-priority opportunities
What the job involves
- We're looking for an experienced and innovative partnerships specialist to drive ISV (Independent Software Vendor) partner management and success within MongoDB's growing partner ecosystem
- ISVs are companies that build software solutions on top of MongoDB, driving MongoDB consumption as their customer base grows
- This is a high-impact role requiring you to identify and activate the highest potential ISV partners, drive go-to-market activities that demonstrate measurable growth, and establish best practices for partner engagement that can scale across our ISV program
- In the early stages of this new program, you'll play a critical role in shaping program strategy alongside cross-functional teams
- ISV Partner Management: Serve as the primary relationship owner for a portfolio of strategic ISV partners. Build deep relationships with partner executives and key stakeholders, understanding their business objectives, technical requirements, and growth strategies to align MongoDB's support with their success
- Partnership Development & Activation: Identify, recruit, and activate high-potential ISV partnerships with companies building solutions that leverage MongoDB. Negotiate partnership agreements and deal structures that align partner success with MongoDB consumption growth. Drive partner onboarding and time-to-value
- Go-to-Market Execution: Design and lead joint go-to-market initiatives with ISV partners, including co-marketing campaigns, co-selling motions, solution showcases, customer success stories, and joint events. Drive measurable business outcomes including partner-driven pipeline, customer acquisition, and MongoDB consumption growth
- Sales Program Integration & Deal Strategy: Shape ISV integration with MongoDB's sales organization, providing hands-on deal support from creation to close. Develop frameworks to proactively identify and resolve channel conflict, establish deal registration processes, and embed ISV partnerships into core sales plays and account planning
- Partner Success: Act as a trusted advisor to ISV partners, providing strategic guidance to help them optimize their MongoDB implementations, accelerate their go-to-market efforts, and scale their businesses. Remove blockers and coordinate internal resources to ensure partner success
- Program Strategy & Development: In the early stages of the program, collaborate closely with cross-functional teams to inform and shape program strategy, partner tiers, benefits, engagement models, and success criteria based on direct partner insights and market feedback. Serve as the voice of the partner in internal discussions
- ISV Ecosystem Strategy: Develop a deep understanding of the ISV landscape across key verticals and use cases, with particular focus on AI-native ISVs. Identify and prioritize high-potential ISV partners whose growth will drive significant MongoDB consumption. Share market intelligence to inform program development and strategic priorities
- Cross-Functional Collaboration: Work with teams across MongoDB—including Product, Sales, Pre-Sales, Marketing, Legal, Operations, and Finance—alongside partner organizations, to deliver impactful outcomes through technical validations, joint roadmaps, competitive positioning, and exceptional partner experiences. Act as the central point of coordination for partner initiatives
- Best Practices & Scaling: Establish repeatable playbooks for partner engagement, GTM execution, and success metrics based on learnings from your partner portfolio. Share insights and best practices that can be scaled across the broader ISV program
- Community Engagement: Represent MongoDB at relevant industry events, conferences, and ISV communities, ensuring resources and content are accessible to software builders and showcasing partner success stories
- 3 Months: Gain a deep understanding of MongoDB's products, ecosystem strategy, and internal workflows. Conduct market analysis to identify 10-15 high-potential ISV partners. Build relationships with key internal stakeholders and establish executive relationships with priority ISV partners. Contribute insights to inform early program strategy alongside cross-functional teams
- 6 Months: Successfully onboard and activate an initial portfolio of 5-8 strategic ISV partners. Execute joint go-to-market initiatives that demonstrate early wins and MongoDB consumption growth driven by ISV solutions. Establish partner engagement playbooks and success metrics
- 12 Months: Manage a portfolio of 10-15 priority ISV partners across multiple verticals, demonstrating measurable business impact through partner-driven MongoDB consumption, pipeline generation, and customer acquisition. Establish repeatable best practices for partner management and GTM execution that can scale across the broader ISV program
Our take
MongoDB is an open-source, cross-platform, document-oriented database system. It stores data as JSON-like documents and is written in C++, Go, JavaScript and Python.
Essentially, the company develops tools and blueprints to help businesses and organisations modernise their legacy applications, migrating them to the MongoDB database and the MongoDB Atlas cloud database. With this initiative, MongoDB is particularly taking aim at Oracle customers with ageing applications running on the Oracle relational database system.
Since its release, MongoDB has become one of the most popularly used NoSQL database systems due to its ease of use and efficiency. It is also the fastest-growing database ecosystem, and boasts hundreds of millions of downloads. Recently, the company announced a partnership with Patronus AI, an automated evaluation and security platform, through which it will bring automated LLM evaluation and testing capabilities to enterprise customers.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Top investors
13% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jan 2015
$80m
SERIES G
Oct 2013
$150m
SERIES F
Total funding: $311.1m
Company benefits
- Rich health insurance coverage
- Virtual & on-site fitness classes
- Health screenings & telemedicine
- Access to transgender-inclusive health insurance coverage
- Global and internal mobility opportunities
- Equity & Employee Stock Purchase Program
- Pension & retirement programs
- Income Protection
- Flexible PTO is offered to every US employee & competitive time off policies for non-US employees
- Employee Assistance Program
- Mental health counseling
- Free meditation app access
- Fertility & adoption financial assistance
- Parental counseling for new parents
- 20 weeks of fully paid gender neutral parental leave & flexible work arrangements
- 4 weeks of emergency care leave
Company HQ
Theater District, New York, NY
Leadership
Dwight Merriman
(Co-Founder)Previously CTO and Co-founder at DoubleClick for 10 years, and Chairman at AlleyCorp for 15 years.
Salary benchmarks
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