Director, Partner Programs

MongoDB · United States

onsitefull-time10+ years

posted 6d

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. <h3>What You'll Do</h3> Own Partner Program strategy and structure <ul> <li>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</li> <li>Ensure the program structure stays aligned to MongoDB's broader GTM strategy, including emerging priorities like AI-driven partnerships and cloud marketplace growth</li> <li>Own partner certification pathways (e.g., SI Associate and SI Architect certifications) and ensure they reflect current MongoDB technology and sales priorities</li> </ul> Design and govern incentives <ul> <li>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</li> <li>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</li> <li>Track incentive ROI and make the call on which programs to scale, adjust, or sunset</li> </ul> Manage program operations and team <ul> <li>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</li> <li>Own the end-to-end partner journey at the program level: onboarding, tiering/qualification, certification, renewal, and escalation resolution</li> <li>Partner with Enablement to make sure certification and program content stays current and effectively delivered to partners</li> </ul> Partner across the ecosystem function <ul> <li>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</li> <li>Partner with Digital Process & AI Operations to identify where program administration (qualification, renewals, claims processing) can be automated or enhanced with AI</li> <li>Represent Partner Programs in planning and strategy conversations with the VP of Partner Strategic Operations and other Partner org leaders</li> </ul> Measure and report <ul> <li>Define and own program-level KPIs: partner activation and tier distribution, certification completion, program-driven pipeline and revenue, and partner satisfaction</li> <li>Deliver regular program health reporting and business reviews to the VP and other executive stakeholders</li> <li>Use data to continuously refine program design —