Director of Partner Programs, MongoDB

• 10+ years of experience in partner/channel programs, alliances, or partner marketing at a B2B SaaS or infrastructure/data company, with at least 3+ years managing a team
• A track record of owning a multi-tier partner program end to end — design, launch, governance, and ongoing evolution — ideally spanning multiple partner types (ISV, SI/services, cloud/marketplace)
• Deep experience designing and governing partner incentive programs (MDF, SPIFs, rebates) with clear ROI discipline
• Experience with cloud marketplace partner programs (AWS, Azure, GCP) and how they interact with a vendor's own partner program
• Strong cross-functional leadership — comfortable partnering with sales, enablement, product, legal, and finance to keep a global program running smoothly
• Familiarity with PRM platforms (Salesforce PRM, Impartner, Workspan, or similar) and how program rules get operationalized in them
• Executive presence: experience presenting program strategy and results to senior leadership and adjusting based on executive input
• Strong people-management skills, with experience developing and prioritizing the work of a small team

Desirable

• MongoDB's Partner Program is how we formalize value for every partner type in our ecosystem — Technology/ISV partners, Services and Solutions partners (including our Systems Integrators), Cloud partners (AWS, Azure, Google Cloud), Built with MongoDB partners, and Certified by MongoDB DBaaS partners
• We're looking for a Director, Partner Programs to own this program end to end: the tiering and benefits structure, the incentive framework, certification (including our SI Associate and SI Architect tracks), and the operational rigor that keeps thousands of partners engaged and productive
• You'll report to the VP of Partner Strategic Operations and oversee all MongoDB Partner Programs globally, managing a team of Partner Program Managers
• You'll be the connective tissue between the field-facing work being done in Sales Plays & Offerings, the platform work being built by our Business Product Manager (PRM), and the automation work coming out of Digital Process & AI Operations — making sure the underlying program itself stays coherent, well-governed, and aligned to company strategy as all of that activity happens around it
• Own Partner Program strategy and structure:
• Own and evolve the overall architecture of the MongoDB Partner Program across all partner categories — Technology, Services and Solutions, Cloud, Built with MongoDB, and Certified by MongoDB DBaaS — including tiering, entitlements, and benefits at each level
• Ensure the program structure stays aligned to MongoDB's broader GTM strategy, including emerging priorities like AI-driven partnerships and cloud marketplace growth
• Own partner certification pathways (e.g., SI Associate and SI Architect certifications) and ensure they reflect current MongoDB technology and sales priorities
• Design and govern incentives:
• Own the global partner incentive framework — MDF, SPIFs, rebates, and co-sell incentives — ensuring programs are compliant, scalable, and clearly tied to desired partner behaviors
• Partner directly with the Sales Plays & Offerings lead to evaluate and structure incentives behind specific sales plays and joint offerings, translating field-level recommendations into funded, governed programs
• Track incentive ROI and make the call on which programs to scale, adjust, or sunset
• Manage program operations and team:
• Manage a team of Partner Program Managers, each responsible for one or more partner categories, setting priorities and holding the team accountable to program health metrics
• Own the end-to-end partner journey at the program level: onboarding, tiering/qualification, certification, renewal, and escalation resolution
• Partner with Enablement to make sure certification and program content stays current and effectively delivered to partners
• Partner across the ecosystem function:
• Work closely with the Business Product Manager, PRM to ensure program rules (tiering logic, entitlements, certification tracking) are accurately reflected and enforced in the PRM platform
• Partner with Digital Process & AI Operations to identify where program administration (qualification, renewals, claims processing) can be automated or enhanced with AI
• Represent Partner Programs in planning and strategy conversations with the VP of Partner Strategic Operations and other Partner org leaders
• Measure and report:
• Define and own program-level KPIs: partner activation and tier distribution, certification completion, program-driven pipeline and revenue, and partner satisfaction
• Deliver regular program health reporting and business reviews to the VP and other executive stakeholders
• Use data to continuously refine program design — what's driving partner engagement and revenue, and what isn't
• What Success Looks Like in the First Year:
• A validated, leadership-endorsed Partner Program architecture (tiers, benefits, certification) across all partner categories
• A governed incentive framework with clear ROI tracking, including at least one incentive built jointly with the Sales Plays & Offerings lead
• A well-functioning team of Partner Program Managers with clear ownership across partner categories and a healthy operating cadence
• Established, trusted working relationships with the Business Product Manager (PRM) and Digital Process & AI Operations lead, with program logic accurately reflected in the platform and at least one program process automated