Director, ISV Partnerships

MongoDB•New York, NY

7d•$162,000 - $203,000•Remote

About The Position

MongoDB is establishing a dedicated ISV Partnerships function, and this Director role will lead this effort. The role involves owning the strategy and execution of MongoDB's ISV partner program, managing a team of partner managers. This team will cover both industry-specific ISVs in verticals such as financial services, healthcare, insurance, retail, and manufacturing, as well as horizontal AI-native ISVs developing platforms and tools for a broad range of industries. The position requires active involvement, not remote management. The Director will define the strategy for identifying, activating, and scaling ISV partnerships, while also directly influencing key relationships, shaping partner agreements, and coaching the team through complex deals. This is a player-coach role, requiring intellectual engagement in important partnerships, hands-on involvement when necessary, and a commitment to setting a high standard for the team. As this is a greenfield program, the Director will have significant ownership over its development, team methodology, success metrics, and how the function gains credibility with Sales, Product, and executive leadership. This role offers a significant opportunity for the right leader and can be based remotely in the United States.

Requirements

10+ years in partnerships, business development, or ISV program management.
At least four years managing a team of partnership professionals at a technology company.
Ability to think at a program and portfolio level while remaining credible and effective in individual partner conversations.
Willingness to stay in the work, bring expertise to complex situations, and directly involve oneself to unlock outcomes.
Experience building or significantly scaling a partner program.
Experience structuring complex partnership agreements.
Understanding of co-sell economics.
Ability to evaluate partner ROI.
Experience giving direct feedback and investing in developing people's skills.
Ability to write and speak with clarity at the executive level.
Ability to distill a complex partner portfolio into a clear strategic narrative and present it confidently to senior leadership.

Responsibilities

Define and own the strategic framework for MongoDB's ISV partner program, including segmentation across vertical and horizontal ISV categories, prioritization criteria, and the GTM approach for each partner tier.
Build and evolve the program infrastructure: onboarding processes, partner playbooks, co-sell frameworks, success metrics, and the internal operating model that connects ISV partnerships to MongoDB's revenue motion.
Set the vision for how ISV partnerships contribute to MongoDB's growth, and communicate that vision clearly to executive leadership, cross-functional stakeholders, and your team.
Stay personally engaged in the most strategically important partner relationships, including leading or co-leading negotiations, shaping joint value propositions, and representing MongoDB in senior-level partner conversations.
Identify early signals of partnership potential or risk across your team's portfolio and step in directly when a deal or relationship needs senior attention.
Model the behavior you expect from your team, including intellectual rigor in partner evaluation, commercial discipline in deal structuring, and a bias toward outcomes over activity.
Lead, develop, and retain a team of Partner Managers, providing strategic direction, deal coaching, and career development that helps each person grow into a stronger partnership professional.
Establish clear expectations for performance, build a culture of accountability, and create space for your team to do their best work without micromanagement.
Contribute to future team hiring and organizational design as the ISV program scales.
Build strong working relationships with Sales, Product, Marketing, and Pre-Sales leadership to align ISV partnership strategy with MongoDB's broader go-to-market priorities.
Serve as the internal advocate for the ISV partner motion, educating field sellers on how to co-sell with ISV partners and working with Product to influence the roadmap based on partner ecosystem needs.
Present program performance, strategic priorities, and resource needs to senior leadership on a regular basis.
Maintain a sharp point of view on the evolving ISV landscape, including which vertical markets and AI-native platforms represent the highest-value partnership opportunities for MongoDB.
Represent MongoDB externally at industry events, partner summits, and customer conversations to build visibility and accelerate business development.