Principal, Strategic Partnerships - ISV

MongoDB•San Francisco, CA

About The Position

We're looking for an experienced and innovative partnerships specialist to drive ISV (Independent Software Vendor) partner management and success within MongoDB's growing partner ecosystem. ISVs are companies that build software solutions on top of MongoDB, driving MongoDB consumption as their customer base grows. This is a high-impact role requiring you to identify and activate the highest potential ISV partners, drive go-to-market activities that demonstrate measurable growth, and establish best practices for partner engagement that can scale across our ISV program. In the early stages of this new program, you'll play a critical role in shaping program strategy alongside cross-functional teams. This position requires expertise in partnership development, technical acumen, and the ability to collaborate across teams and organizations. The position is open to candidates located in the San Francisco Bay Area in California.

Requirements

Experienced: 8+ years of experience in business development, partnerships, ISV/channel partner management, or strategic account management, with a demonstrated ability to manage complex partner relationships and drive measurable business outcomes
Strategic & Tactical: Proven ability to think both at a high level (partner strategy, market dynamics) and dive into details (partner economics, technical integrations, GTM execution) to solve problems and create opportunities
Skilled Negotiator: Experience negotiating partnership agreements and driving their implementation to deliver exceptional outcomes for both MongoDB and partners
GTM Expert: Strong track record of designing and executing successful go-to-market initiatives with partners, including co-marketing, co-selling, and joint solution development
Technically Strong: You have technical aptitude to understand how ISVs build on MongoDB, database consumption patterns, and developer ecosystems, enabling credible conversations with technical stakeholders
Business-Minded: Analytically skilled to guide decision-making and measure program success with a data-driven approach. Strong understanding of software business models, consumption economics, and what drives ISV growth. Ability to structure partnerships that align incentives and create win-win scenarios
Collaborative Communicator: Strong verbal and written communication skills—tailored to engage audiences ranging from developers to executives across internal and external teams.
Relationship Builder: Exceptional interpersonal skills with the ability to build trust and credibility with partner executives, internal stakeholders, and cross-functional teams
Self-Starter: You thrive in fast-paced, ambiguous environments, take ownership of initiatives, and can independently deliver results while rallying others around high-priority opportunities

Responsibilities

ISV Partner Management: Serve as the primary relationship owner for a portfolio of strategic ISV partners. Build deep relationships with partner executives and key stakeholders, understanding their business objectives, technical requirements, and growth strategies to align MongoDB's support with their success
Partnership Development & Activation: Identify, recruit, and activate high-potential ISV partnerships with companies building solutions that leverage MongoDB. Negotiate partnership agreements and deal structures that align partner success with MongoDB consumption growth. Drive partner onboarding and time-to-value
Go-to-Market Execution: Design and lead joint go-to-market initiatives with ISV partners, including co-marketing campaigns, co-selling motions, solution showcases, customer success stories, and joint events. Drive measurable business outcomes including partner-driven pipeline, customer acquisition, and MongoDB consumption growth
Sales Program Integration & Deal Strategy: Shape ISV integration with MongoDB's sales organization, providing hands-on deal support from creation to close. Develop frameworks to proactively identify and resolve channel conflict, establish deal registration processes, and embed ISV partnerships into core sales plays and account planning
Partner Success: Act as a trusted advisor to ISV partners, providing strategic guidance to help them optimize their MongoDB implementations, accelerate their go-to-market efforts, and scale their businesses. Remove blockers and coordinate internal resources to ensure partner success
Program Strategy & Development: In the early stages of the program, collaborate closely with cross-functional teams to inform and shape program strategy, partner tiers, benefits, engagement models, and success criteria based on direct partner insights and market feedback. Serve as the voice of the partner in internal discussions
ISV Ecosystem Strategy: Develop a deep understanding of the ISV landscape across key verticals and use cases, with particular focus on AI-native ISVs. Identify and prioritize high-potential ISV partners whose growth will drive significant MongoDB consumption. Share market intelligence to inform program development and strategic priorities
Cross-Functional Collaboration: Work with teams across MongoDB—including Product, Sales, Pre-Sales, Marketing, Legal, Operations, and Finance—alongside partner organizations, to deliver impactful outcomes through technical validations, joint roadmaps, competitive positioning, and exceptional partner experiences. Act as the central point of coordination for partner initiatives
Best Practices & Scaling: Establish repeatable playbooks for partner engagement, GTM execution, and success metrics based on learnings from your partner portfolio. Share insights and best practices that can be scaled across the broader ISV program
Community Engagement: Represent MongoDB at relevant industry events, conferences, and ISV communities, ensuring resources and content are accessible to software builders and showcasing partner success stories