Director, Partner Programs

MongoDB•Palo Alto, CA

11d•$112,000 - $220,000•Hybrid

About The Position

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.

Requirements

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

Nice To Haves

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

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
Partner across the ecosystem function
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
Measure and report
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