Principal Partner Programs Lead
- Your strategic, big-picture thinking is perfect for designing a brand-new ISV partner program from scratch, turning vague goals into a structured playbook.
- You’re comfortable with ambiguity and can independently spot high-potential partners, prioritizing those with the best product-market fit without needing constant guidance.
- Your data-driven approach helps you track partner pipeline, measure co-sell performance, and refine GTM strategies based on hard metrics, driving measurable outcomes.
- You may struggle with the constant cross-functional coordination and relationship-building across Sales, Marketing, and Legal, as you prefer working alone or with a small trusted team.
- Your direct, no-nonsense communication could occasionally come off as too blunt when persuading ISV founders or internal sellers, who need more warmth and diplomacy.
We are building a first-of-its-kind ISV partner motion at MongoDB, and this role is a founding part of that effort. As Sr. Partner Manager for ISVs, you will own the identification, development, and scaling of partnerships with independent software vendors across two key categories: industry-specific ISVs building vertical applications in markets like financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs developing platforms and tools that serve builders across industries.
This is a greenfield opportunity. You will help shape the program from the ground up, define how MongoDB goes to market with ISV partners, and build a repeatable playbook that scales. You will move from initial outreach and product-market fit validation through to field distribution and co-sell execution with MongoDB's sales organization. This role requires a rare combination of business development instinct, commercial acumen, and the ability to work cross-functionally in a fast-moving environment.
We are looking to speak to candidates who are based in London for our hybrid working model.
What You'll Do
ISV Partnership Development
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Identify, recruit, and activate high-potential ISV partners across both vertical (industry-specific) and horizontal (AI-native) categories, prioritizing partners with strong product-market fit and distribution potential
- Source and structure partnership agreements, define joint value propositions, and establish the commercial and technical foundations for long-term partnership success.
- Validate initial product-market fit with new ISV partners through early integration work, customer proof points, and joint pipeline generation
Partner Scaling and Field Distribution
- Develop and execute partner GTM plans that activate MongoDB's sales field around ISV partner solutions, including co-sell plays, joint account targeting, and field enablement materials
- Work with ISV partners to drive adoption and distribution of validated integrations through field sales channels, partner-led motions, and marketplace presence
- Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance, and refining GTM strategies based on results
Program Building
- Contribute to the design and evolution of MongoDB's ISV partner program, including tiering frameworks, onboarding processes, and success metrics. This is a new motion for the company and you will have meaningful influence over how it takes shape
- Build reusable assets such as partner playbooks, joint solution briefs, and field guides that accelerate the productivity of both MongoDB sellers and ISV partners
Cross-Functional Collaboration
- Partner closely with MongoDB's Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy, drive joint initiatives, and deliver measurable outcomes
- Represent the ISV partner perspective internally, advocating for partner needs in product roadmap discussions and go-to-market planning
Ecosystem Awareness
- Maintain a deep understanding of the vertical SaaS and AI application landscape, including how ISVs build, distribute, and scale in the markets MongoDB serves
- Represent MongoDB at relevant industry events, conferences, and partner communities to build visibility and accelerate partnership development
Who You Are
- Experienced: 8+ years in business development, partnerships, or ISV program management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution
- GTM-Oriented: You understand how enterprise software is bought and sold, and you know how to translate a technical integration into a field co-sell motion that generates pipeline
- Builder Mentality: You are energized by greenfield opportunities. You do not wait for a playbook to exist before taking action, and you are comfortable operating with ambiguity
- Commercially Sharp: You can structure a partnership deal, evaluate partner ROI, and make a compelling internal case for which partners to prioritize and why
- Technically Fluent: You have enough technical aptitude to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers alike
- Collaborative Communicator: You communicate clearly and credibly with audiences ranging from ISV founders and field sellers to internal executives, you write well and run tight meetings
- Relationship-Driven: You build trust quickly with external partners and internal stakeholders and maintain strong relationships over time
Success Measures
- 3 Months: Develop a strong working knowledge of MongoDB's product, sales motion, and existing ecosystem. Identify and prioritize a first wave of ISV partner targets across both vertical and horizontal categories. Begin outreach and early conversations
- 6 Months: Activate initial ISV partnerships with defined joint value propositions and early co-sell plans. Establish working relationships with key Sales stakeholders to begin field distribution Deliver first quick wins
- 12 Months: Demonstrate measurable business impact through ISV partner-influenced pipeline, validated integrations, and a scalable co-sell motion. Contribute meaningfully to the broader ISV program framework
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.
With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!
MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
MongoDB is an equal opportunities employer.
Req ID: 2273450145
Best personality fits for this role
Your natural leadership drive and strategic vision make you ideal for owning the entire ISV partnership life cycle, from sourcing partners to scaling field distribution.
Read the ENTJ career guide →Your strategic, big-picture thinking is perfect for designing a brand-new ISV partner program from scratch, turning vague goals into a structured playbook.
Read the INTJ career guide →Your entrepreneurial, innovative spirit aligns perfectly with building a first-of-its-kind partner program, as you love generating new ideas and adapting quickly to market shifts.
Read the ENTP career guide →