Director, Partner Ecosystem and Programs

MongoDB’s mission is to empower innovators to create, transform, and disrupt industries by unleashing the power of software and data. We enable organizations of all sizes to easily build, scale, and run modern applications by helping them modernize legacy workloads, embrace innovation, and unleash AI. Our industry-leading developer data platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available in more than 115 regions across AWS, Google Cloud, and Microsoft Azure. Atlas allows customers to build and run applications anywhere—on premises, or across cloud providers. With offices worldwide and over 175,000 new developers signing up to use MongoDB every month, it’s no wonder that leading organizations, like Samsung and Toyota, trust MongoDB to build next-generation, AI-powered applications.

About the role

We are seeking a results-driven Director, Partner Ecosystem & Programs with high energy, passion, and initiative to lead our partner engagement, ecosystem programs, and partner operations. This role is critical to expanding MongoDB’s partner-led growth strategy, optimizing partner operations, and ensuring joint success with our ecosystem.

You will lead a high-performing team, directly overseeing partner onboarding, partner management, and success across a variety of programs and partner types. The ideal candidate will have strong leadership skills, a strategic mindset, operational excellence, and a passion for driving impactful outcomes through partner ecosystems.

This role can be based remotely in a Central or Eastern time zone.

What you will be doingTeam Leadership: 

• Manage, mentor, and expand a high-performing team of Partner Managers responsible for partner onboarding, enablement, and overall partner success

Partner Management:

• Cultivate and deepen strategic relationships with AIP (Atlas Incentive Program) technology partners (backup, edge) and reseller partners, ensuring mutual success in customer engagements
• Serve as a key point of escalation for partner inquiries, managing resolution pathways and maintaining a strong ecosystem support structure
• Drive Partner engagement (Services, Backup, Edge, AIP and VAR partners) through targeted sales and technical enablement programs, go-to-market (GTM) initiatives, joint account mapping, partner newsletters, and regular partner engagement cadences
• Collaborate effectively with Sales, Marketing, Product, and Ecosystem teams to maximize the success of partner-led engagements and strategic joint initiatives

Ecosystem Development & Expansion:

• Work with Product, Engineering, and Partner Solutions team to build critical partner integrations that strengthen MongoDB’s technology platform and expand joint go-to-market opportunities
• Scale and expand the AIP (Atlas Incentives Program) to accelerate new workload (NWL) acquisition and revenue impact
• Work closely with Sales and MongoDB Partner Specialists to identify, prioritize, recruit, and enable high-potential regional partners
• Proactively prospect, identify, qualify, and onboard new strategic partners that open new markets and drive incremental business for MongoDB

Operational Excellence:

• Oversee and continuously improve partner onboarding processes, streamlining partner journeys and enhancing self-service enablement to support scalable growth
• Collaborate with cross-functional teams to streamline AIP operations, automate reporting, and optimize the partner funding remittance process
• Lead the deployment and adoption of new partner systems, tooling, and AI-driven productivity enhancements
• Oversee the revamp and management of partner agreements and contracts, working in close partnership with Legal, Revenue, and Finance teams to ensure compliance and operational efficiency
• Manage and oversee the distribution and utilization of earned Marketing Development Funds (MDF) to maximize partner impact and return on investment

What you will bring to the table

• 7+ years of experience in partner management, business development, or strategic alliances, preferably within a SaaS, cloud, or enterprise technology ecosystem
• Master’s degree in Business Administration (MBA) preferred
• Proven track record of leading and scaling partner programs that drive measurable revenue impact and strategic outcomes
• Strong technical acumen in enterprise software, cloud computing, and familiarity with databases, artificial intelligence (AI), and open-source technologies
• Demonstrated ability to articulate the business value of complex enterprise technologies to both technical and business audiences
• Strong leadership experience with a focus on developing, mentoring, and scaling high-performing global teams
• Deep expertise in partner onboarding, enablement, contracting, and operational program management
• Experience in designing and launching strategic initiatives aimed at transforming the partner experience and scaling ecosystems
• Operational excellence mindset with a strong passion for process improvement, programmatic scaling, and automation
• Highly collaborative with a demonstrated ability to work cross-functionally and influence stakeholders across Sales, Product, Legal, Marketing, and Operations teams
• Experience with CRM and vendor management platforms such as Salesforce, Workspan, Graphite, Coupa, Conga, and similar tools is preferred
• Data-driven with strong analytical and reporting skills to track program performance, identify insights, and drive optimization
• Familiarity with managing Marketing Development Funds (MDF) and partner incentive programs
• Exceptional written and verbal communication skills, with the ability to tailor messaging to diverse audiences
• High emotional intelligence (EQ), self-awareness, and a strong aptitude for quickly building credibility and trust internally and externally
• Passion for professional growth in the enterprise software market, with a deep desire to develop and maintain expertise in MongoDB’s products and solutions

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Req ID: 1263128784