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Director, Partner Programs
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.

What You'll Do

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

What You'll Bring

• 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 Have

• 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

What Success Looks Like in the First Year

• A validated, leadership-endorsed Partner Program architecture (tiers, benefits, certification) across all partner categories

• A governed incentive framework with clear ROI tracking, including at least one incentive built jointly with the Sales Plays & Offerings lead

• A well-functioning team of Partner Program Managers with clear ownership across partner categories and a healthy operating cadence

• Established, trusted working relationships with the Business Product Manager (PRM) and Digital Process & AI Operations lead, with program logic accurately reflected in the platform and at least one program process automated

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.

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: 2273499593
MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.

MongoDB’s base salary range for this role in the U.S. is:
$192,000 — $192,000 USD

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Requirements found

Sales (nice) Onboarding Marketing (nice) Salesforce

What this posting asks for

Level: Manager — The title says "Director".

Main 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 …
Ensure the program structure stays aligned to MongoDB's broader GTM strategy, including emerging priorities like AI-driven partnerships and cloud marketplace…
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 des…
Partner directly with the Sales Plays & Offerings lead to evaluate and structure incentives behind specific sales plays and joint offerings, translating fiel…
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 progra…

Competencies an interviewer will look for

Technical skill Core
In the posting: “MongoDB's Partner Program is how we formalize value for every partner type in our ecosystem — Technology/ISV partners, Services and Solutions partners (inclu…” · “Own and evolve the overall architecture of the MongoDB Partner Program across all partner categories — Technology, Services and Solutions, Cloud, Built with …” · “Experience with cloud marketplace partner programs (AWS, Azure, GCP) and how they interact with a vendor's own partner program”
Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
Teamwork and collaboration Core
In the posting: “Partner with Enablement to make sure certification and program content stays current and effectively delivered to partners” · “Work closely with the Business Product Manager, PRM to ensure program rules (tiering logic, entitlements, certification tracking) are accurately reflected an…” · “Partner with Digital Process & AI Operations to identify where program administration (qualification, renewals, claims processing) can be automated or enhanc…”
Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
Ownership and accountability Core
In the posting: “We're looking for a Director, Partner Programs to own this program end to end: the tiering and benefits structure, the incentive framework, certification (in…” · “Own the global partner incentive framework — MDF, SPIFs, rebates, and co-sell incentives — ensuring programs are compliant, scalable, and clearly tied to des…” · “Manage a team of Partner Program Managers, each responsible for one or more partner categories, setting priorities and holding the team accountable to progra…”
Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
Leadership and mentoring Core
In the posting: “Manage a team of Partner Program Managers, each responsible for one or more partner categories, setting priorities and holding the team accountable to progra…” · “Strong cross-functional leadership — comfortable partnering with sales, enablement, product, legal, and finance to keep a global program running smoothly” · “Executive presence: experience presenting program strategy and results to senior leadership and adjusting based on executive input”
Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
Customer focus Core
In the posting: “Define and own program-level KPIs: partner activation and tier distribution, certification completion, program-driven pipeline and revenue, and partner satis…” · “MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market.” · “With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applic…”
Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
Planning and organisation Core
In the posting: “Ensure the program structure stays aligned to MongoDB's broader GTM strategy, including emerging priorities like AI-driven partnerships and cloud marketplace…” · “Own partner certification pathways (e.g., SI Associate and SI Architect certifications) and ensure they reflect current MongoDB technology and sales priorities” · “Manage a team of Partner Program Managers, each responsible for one or more partner categories, setting priorities and holding the team accountable to progra…”
Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
Data and analysis Core
In the posting: “Manage a team of Partner Program Managers, each responsible for one or more partner categories, setting priorities and holding the team accountable to progra…” · “Define and own program-level KPIs: partner activation and tier distribution, certification completion, program-driven pipeline and revenue, and partner satis…” · “Deliver regular program health reporting and business reviews to the VP and other executive stakeholders”
Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
Stakeholder management Core
In the posting: “MongoDB's Partner Program is how we formalize value for every partner type in our ecosystem — Technology/ISV partners, Services and Solutions partners (inclu…” · “We're looking for a Director, Partner Programs to own this program end to end: the tiering and benefits structure, the incentive framework, certification (in…” · “Partner with Enablement to make sure certification and program content stays current and effectively delivered to partners”
Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
Attention to detail and quality Core
In the posting: “Work closely with the Business Product Manager, PRM to ensure program rules (tiering logic, entitlements, certification tracking) are accurately reflected an…” · “Established, trusted working relationships with the Business Product Manager (PRM) and Digital Process & AI Operations lead, with program logic accurately re…”
Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
Adaptability and learning Supporting
In the posting: “Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid …”
Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.

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Practice questions

Tell me about yourself. Dedicated step-by-step practice.
If an interviewer asks something improper How to respond to questions about age, family, origin or health.
Built from this posting (7):
Walk me through a piece of work where you used your strongest technical skill. What exactly did you do? From this posting
Describe a time you worked with another team to deliver something. What was your part? From this posting
Tell me about a task you took from start to finish without anyone asking you to. From this posting
Tell me about a time you helped someone on your team get better at their work. From this posting
How have you used sales in your work? Walk me through one real example. From this posting
Tell me about a problem you solved using onboarding. From this posting
Describe a time your plans changed suddenly. How did you adjust? From this posting
This posting reads as Software engineering: its questions come first.
Tell me about the hardest bug you have tracked down. How did you find the cause? Software engineering
Describe a technical design decision you made and the trade-off behind it. Software engineering
Tell me about a time you disagreed with a teammate in a code review. Software engineering
Production is down and you are the first engineer to notice. What do you do in the first 30 minutes? Software engineering
How do you decide what to test before you ship a change? Software engineering
Walk me through a feature you built from start to finish. What tools and languages did you use? Software engineering
Tell me about a time you helped a less experienced engineer get unstuck. Software engineering
Your estimate for a feature turns out to be badly wrong halfway through. What do you do? Software engineering
Tell me about a sale or agreement you are proud of.
How do you keep your pipeline organised?
Describe a time you handled an upset customer or colleague.
Tell me about a time you had several deadlines at once. How did you decide what to do first?
Give an example of a mistake you caught before it caused a problem.
Tell me about a time you taught someone how to do something.
Describe a time you took the lead without being asked.
Tell me about a time you had to explain something complicated in simple terms.
Describe a process you improved.
Do you have any questions for us?
Why do you want to work here?
Why is there a gap in your employment? Difficult question
Why did you leave your last job? Difficult question
Why are you changing careers? Difficult question
What is your greatest weakness? Difficult question
What are your salary expectations? Difficult question
You seem overqualified for this role. Why do you want it? Difficult question
Improper-question practice: How old are you? / Do you have children? / Where are you from originally?
A customer is angry about a delay you did not cause. What do you do?
How do you keep track of many open customer requests?
Tell me about a time you could not give a customer what they wanted.
You find that the inventory count does not match the system. What do you do?
Tell me about a time a shipment or delivery went wrong.
How do you make sure safety rules are followed on a busy shift?
Two managers ask you to book the same room at the same time. What do you do?
How have you used spreadsheets in your work?
Tell me about a time you had to enter or check a lot of data accurately.
A prospect says your price is too high. How do you respond?
Tell me about a technical problem you solved on your own.
You find a bug right before a release. What do you do?
Walk me through how you would check whether a report's numbers are right.