Director, Partner Programs

Overview

MongoDB's Partner Program is how we formalize value for every partner type in our ecosystem. We're looking for a Director, Partner Programs to own this program end to end.

Responsibilities

• 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

• 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

• Work 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

Qualifications

• 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

• Strong 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 You'll Bring

• 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

Success 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