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 doing

Team 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