Partner Programs Director

MicroStrategy Services•Tysons Corner, VA

15h•Onsite

About The Position

Strategy is looking for a partner ecosystem leader to build and run the programs behind our partner business and to grow the technology alliances around Mosaic. You'll own the operating backbone of our multi-tier partner program: tiering and annual re-tiering, benefits and MDF, deal registration, compliance audits, and the KPIs and health scorecards leadership uses to measure partner-sourced and influenced revenue. You'll also lead our ISV strategy, recruiting data platform, cloud, AI/ML, and automation partners to build certified Mosaic integrations. Working with Product and Engineering, you'll scope joint connectors, launch a partner marketplace, and drive co-selling and co-marketing with those partners. In addition, you'll design the enablement curriculum, onboarding framework, and partner portal that help partners ramp quickly and generate pipeline. You'll be the internal expert on program rules and systems, partnering closely with regional Partner/Alliance Managers, Sales, Marketing, and Alliances to keep program mechanics in step with our go-to-market strategy.

Requirements

BA/BS required; MBA a plus.
8+ years in partner/alliance operations, channel program management, partner enablement, or GTM/revenue operations.
Demonstrated experience administering a multi-tier partner program — tiering criteria, deal registration, MDF/incentive tracking — inside a PRM or CRM system (e.g., Salesforce, Impartner, Allbound, or comparable).
Proven ability to build and maintain KPI reporting and dashboards for partner-sourced/influenced pipeline, marketplace revenue, and program ROI, with a sourced-vs-influenced measurement discipline.
Experience designing or running partner onboarding, certification, or enablement programs, including content management and portal/PRM ownership.
Strong analytical and process-design skills — comfortable auditing compliance (deal registration integrity, MDF spend, certification currency) and translating findings into clear, actionable reporting.
Experience working cross-functionally with Sales, Marketing, Product, and Alliances teams to keep program mechanics aligned with evolving GTM motions.
Familiarity with cloud marketplace and hyperscaler co-sell program mechanics (AWS, Azure, Google Cloud) — enough to administer and report on them, not necessarily to own those relationships directly.
High attention to detail and a strong bias toward process integrity and data accuracy.
Comfortable being the "systems and rules" person in a fast-moving, relationship-driven organization — confident enforcing program compliance without owning the external relationship.
Strong written communication skills — able to produce clear, concise reporting for leadership and enablement content for Partner/Alliance Managers.
Able to operate in a virtual, matrixed environment, coordinating multiple internal stakeholders (Sales, Product, Marketing, Alliances) under time pressure.
Proactive and self-directed — flags compliance gaps or reporting needs before being asked, rather than waiting for escalation.

Nice To Haves

Direct hands-on experience with a PRM platform (Impartner, Allbound, Salesforce PRM, Crossbeam, or similar) and CRM-integrated deal-registration workflows.
Familiarity with the semantic layer / enterprise BI & analytics category and the broader AI-data-readiness landscape.
Experience building partner health scorecards or comparable governance/reporting frameworks.
Working knowledge of MDF/co-op fund administration and ROI reporting for channel or marketing programs.

Responsibilities

Administer the multi-tier partner program (referral, reseller, technology alliance, SI/consulting, ISV) — own the tier criteria, documentation, and systems that keep tiering consistent and auditable across regions
Own the annual review and re-tiering process: pull performance data, apply criteria objectively, and produce tier-change recommendations for the Partner/Alliance Managers to deliver to partners
Maintain tier-specific benefit, margin/discount, MDF allocation, and SLA documentation, and confirm consistent application across regions
Own and grow Strategy's ISV partnership strategy, building an ecosystem of technology partners that natively integrate with Mosaic
Recruit and manage relationships with complementary ISVs — data platforms, cloud data warehouses, AI/ML tooling, and workflow/automation vendors — to expand Mosaic's connector and integration footprint
Partner with Product and Engineering to prioritize and scope joint integrations, co-developed connectors, and embedded/OEM use cases that extend Mosaic's value within partner ecosystems
Define ISV partnership tiers and technical requirements (API/SDK usage, certification, co-branding standards) specific to Mosaic integrations
Establish and maintain a Mosaic technology partner directory/marketplace listing to showcase certified ISV integrations to customers and prospects
Drive joint go-to-market motions with ISV partners — co-selling, co-marketing, and joint solution briefs positioning Mosaic alongside partner technology
Manage the end-to-end ISV partner lifecycle: recruitment, technical onboarding, certification, GTM launch, and ongoing relationship management
Track ISV ecosystem health metrics: number of active integrations, certification status, partner-sourced pipeline, and customer adoption of joint solutions
Own the deal registration process and system (PRM/CRM) end to end: approval workflows, SLAs, expiration rules, and dispute-resolution support
Monitor partner adherence to program requirements — certification status, deal registration compliance, MDF usage/reporting, SLA commitments — and flag gaps to the responsible Partner/Alliance Manager
Train internal sales and partner-facing teams on program policies to drive adoption and reduce compliance friction
Run periodic compliance audits (deal-reg integrity, MDF spend vs. approved use, certification currency) and report findings to leadership
Define, track, and publish the ecosystem KPI set: partner-sourced/influenced pipeline, marketplace revenue, certification completion, MDF ROI, partner health scores — sourced-vs-influenced discipline, no vanity metrics
Build and maintain a partner health scorecard flagging disengaged or non-compliant partners, routing re-engagement actions to the appropriate Partner/Alliance Manager
Produce regular reporting packages (monthly/quarterly) for leadership, Sales, and Alliances
Own budget tracking and ROI reporting for MDF and incentive programs
Build and maintain the partner enablement curriculum — role-based training tracks, certification/accreditation program, content library — working with Product/Solutions Engineering on technical content
Own and maintain the partner portal/PRM content hub (collateral, sandbox access, self-service resources) so Partner/Alliance Managers always have current material on hand
Design and maintain the partner onboarding framework (agreement-to-first-deal milestones, 30/60/90-day journey) and coordinate cross-functional touchpoints (Sales, Solutions Engineering, Legal, Marketing) — Partner/Alliance Managers deliver it; this role builds and maintains it
Own the partner enablement end to end ensuring partner is progressing in driving partner source revenue
Partner closely with regional Partner/Alliance Managers to ensure they have the data, tools, and enablement content they need
Work with Sales, Product, Marketing, and Cloud/Alliances to align program mechanics (tiering, MDF, deal reg) with evolving GTM motions
Serve as the internal subject-matter expert on program rules, policies, and systems