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.
This role can be hybrid near any of our MongoDB hub offices in the United States or remote in the United States.
What You'll Do
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 You'll Bring
- 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
Nice to Have
- Experience running or scaling a partner certification program
- Background in database, cloud infrastructure, or developer-focused technology markets
- Experience partnering with a dedicated PRM product owner or digital/AI operations function on program automation
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
About MongoDB
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform 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 data platform and is available across AWS, Google Cloud, and Microsoft Azure.