About the company
MongoDB's Partner Program formalizes value for every partner type in our ecosystem — Technology/ISV partners, Services and Solutions partners, Cloud partners (AWS, Azure, Google Cloud), Built with MongoDB partners, and Certified by MongoDB DBaaS partners.
Responsibilities
- Own Partner Program strategy and structure across all partner categories, including tiering, entitlements, and benefits
- Ensure program structure aligns to MongoDB's broader GTM strategy, including AI-driven partnerships and cloud marketplace growth
- Own partner certification pathways (e.g., SI Associate and SI Architect certifications)
- Design and govern incentives globally — MDF, SPIFs, rebates, and co-sell incentives
- Partner with Sales Plays & Offerings lead to evaluate and structure incentives behind specific sales plays
- Track incentive ROI and make decisions on scaling, adjusting, or sunsetting programs
- Manage a team of Partner Program Managers
- Own end-to-end partner journey: onboarding, tiering, certification, renewal, escalation
- Partner with Enablement to keep certification and program content current
- Work closely with Business Product Manager (PRM) to ensure program rules are reflected in the PRM platform
- Partner with Digital Process & AI Operations to automate program administration
- Represent Partner Programs in planning and strategy conversations with VP and other leaders
- Define and own program-level KPIs: partner activation, tier distribution, certification completion, pipeline, revenue, partner satisfaction
- Deliver regular program health reporting and business reviews
Requirements
- 10+ years of experience in partner/channel programs, alliances, or partner marketing at a B2B SaaS or infrastructure/data company
- At least 3+ years managing a team
- Track record of owning a multi-tier partner program end to end
- Deep experience designing and governing partner incentive programs (MDF, SPIFs, rebates) with clear ROI discipline
- Experience with cloud marketplace partner programs (AWS, Azure, GCP)
- Strong cross-functional leadership
- Familiarity with PRM platforms (Salesforce PRM, Impartner, Workspan, or similar)
- Executive presence and experience presenting to senior leadership
- Strong people-management skills
Conditions
- Hybrid near any MongoDB hub office in the United States or remote in the United States
- Reports to VP of Partner Strategic Operations