Director, Partner Programs

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. MongoDB’s unified database platform—the most widely available, globally distributed database 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 database and is available across AWS, Google Cloud, and Microsoft Azure.

• 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
• 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 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
• 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
• 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

• 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

• 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