Senior Manager, Sales Plays & Offerings

MongoDB•Palo Alto, CA

18d•$98,000 - $193,000•Hybrid

About The Position

MongoDB’s partner ecosystem — systems integrators, ISVs, and the major cloud providers — is a strategic growth engine for the business. We’re looking for a Senior Manager, Sales Plays and Offerings to design the joint go-to-market motions that turn partner relationships into pipeline and revenue. This is a highly cross-functional, strategic role: you’ll build the sales plays and joint offerings themselves, partner with Enablement to get the field and our partners ready to sell them, instrument how they perform, and work with the Programs lead to make sure incentives reward the behavior we want to see. You will report directly to the VP of Partner Strategic Operations and act as a connective layer between Partnerships, Sales, Enablement, and Programs — translating ecosystem strategy into repeatable, measurable, field-ready motions. We are looking to speak to candidates who are based in Palo Alto for our hybrid working model.

Requirements

7+ years of experience in partner/channel strategy, partner marketing, GTM strategy, or partner programs at a B2B SaaS or infrastructure/data company, ideally with exposure to cloud marketplaces (AWS, Azure, GCP) or major SI/ISV ecosystems
A track record of building and launching joint go-to-market motions or sales plays that generated measurable partner-sourced or partner-influenced pipeline and revenue
Experience partnering with enablement functions to translate strategy into field-ready content and training
Comfort with data: able to define KPIs, build reporting/dashboards (Salesforce, Tableau, or similar), and use performance data to drive decisions — not just report on them
Familiarity with partner incentive structures (SPIFs, MDF, rebates) and how they’re typically designed and evaluated for ROI
Executive presence: comfortable operating as a trusted advisor to a VP and presenting recommendations to senior partnership and sales leadership
Strong cross-functional influence — you’ll get things done primarily through collaboration with Enablement, Programs, Product Marketing, and Sales rather than direct authority
Excellent written and verbal communication; able to turn complex, ambiguous initiatives into clear, structured plans and narratives

Nice To Haves

Experience with partner ecosystem
Background in database, cloud infrastructure, or developer-focused technology
Prior experience directly supporting or partnering with a Partner Programs or Partner Operations function on incentive design

Responsibilities

Build sales plays and joint offerings: Design and package partner sales plays and joint solution offerings with priority ISVs, SIs, and cloud partners — defining the joint value proposition, target segment, competitive positioning, and playbook for how field and partner sellers execute it
Partner with Product Marketing, Solutions Engineering, and partner counterparts to validate technical integration stories and translate them into a compelling, sellable narrative
Prioritize which plays to build and scale based on market opportunity, partner readiness, and alignment to MongoDB’s strategic pillars (e.g., AI, migrations, industry verticals)
Own the lifecycle of each play from concept through launch, iteration, and eventual retirement or refresh
Drive partner and field enablement: Partner closely with the Enablement team to translate each sales play into field- and partner-facing assets: pitch decks, battlecards, demo scripts, certification content, and objection handling
Support enablement delivery through partner kickoffs, webinars, and regional sales cadences, ensuring reps and partner sellers can confidently position and co-sell the play
Gather field and partner feedback post-launch and feed it back into content and play refinements
Monitor, measure, and track performance: Define the KPIs and success metrics for each sales play and joint offering (pipeline generated, co-sell attach rate, win rate, cycle time, partner adoption/certification rates)
Build and maintain dashboards and regular reporting cadences (monthly business reviews, QBRs) that give Partner Strategic Operations leadership clear visibility into what’s working, what isn’t, and why
Use performance data to make the case for doubling down on, adjusting, or sunsetting specific plays
Align incentives and programs: Partner with the Partner Programs lead to evaluate whether new or existing sales plays warrant dedicated incentives (SPIFs, MDF, rebates, or program-tier benefits) and help define the structure of those incentives
Ensure incentive design is grounded in the performance data you’re tracking — recommending where incentive dollars will have the greatest impact on partner-sourced and partner-influenced pipeline
Represent the voice of sales plays and field execution in broader Partner Program strategy and planning discussions