2 months ago

Principal Partner Programs Lead

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 2 hours agoStatus: Live

Job Summary

Build and scale MongoDB’s ISV partner program from the ground up by identifying and onboarding industry-specific and AI-native ISVs, defining GTM strategies, and enabling field distribution through co-sell motions. Lead cross-functional collaboration with Sales, Pre-Sales, Product, Marketing, and Legal to drive measurable partner-driven pipeline in a hybrid London-based role.

Location: London

Workplace: Hybrid

Employment Type: Full time

Job Function: Administration & Executive Assistance

Key Responsibilities

•Identify, recruit, and activate high-potential ISV partners across vertical and horizontal categories, prioritizing partners with strong product-market fit and distribution potential.
•Source and structure partnership agreements, define joint value propositions, and establish the commercial and technical foundations for long-term partnership success.
•Validate initial product-market fit with new ISV partners through early integration work, customer proof points, and joint pipeline generation.
•Develop and execute partner GTM plans that activate MongoDB’s sales field around ISV partner solutions, including co-sell plays, joint account targeting, and field enablement materials.
•Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance, refining GTM strategies based on results.

Key Requirements

•8+ years in business development, partnerships, or ISV program management with proven experience managing complex partnership initiatives from sourcing through GTM execution
•GTM-oriented: understand how enterprise software is bought and sold and translate a technical integration into a field co-sell motion that generates pipeline
•Builder mentality: energized by greenfield opportunities and comfortable operating with ambiguity
•Commercially sharp: able to structure partnership deals, evaluate ROI, and make a convincing internal case for prioritizing partners
•Technically fluent: enough technical aptitude to understand ISV integrations on data platforms and what makes them compelling to developers and enterprise buyers alike

Experience:8+ yearsSaaSAIEnterprise softwareISV partnerships

Skills:CommunicationNegotiationStakeholder managementCross-functional collaborationRelationship management

Languages:English

Company Brief

MongoDB

Develops MongoDB, a leading general-purpose, document-based database platform that enables developers and enterprises to build scalable, high-performance applications with flexible data models and cloud-native capabilities.

Industry: Data Infrastructure

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: New York, United States

Founded: 2007

Glassdoor: 4.1

Website LinkedIn

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MongoDB

2 months ago

Principal Partner Programs Lead

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 2 hours agoStatus: Live

Job Summary

Location: London

Workplace: Hybrid

Employment Type: Full time

Job Function: Administration & Executive Assistance

Key Responsibilities

•Identify, recruit, and activate high-potential ISV partners across vertical and horizontal categories, prioritizing partners with strong product-market fit and distribution potential.
•Source and structure partnership agreements, define joint value propositions, and establish the commercial and technical foundations for long-term partnership success.
•Validate initial product-market fit with new ISV partners through early integration work, customer proof points, and joint pipeline generation.
•Develop and execute partner GTM plans that activate MongoDB’s sales field around ISV partner solutions, including co-sell plays, joint account targeting, and field enablement materials.
•Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance, refining GTM strategies based on results.

Key Requirements

•8+ years in business development, partnerships, or ISV program management with proven experience managing complex partnership initiatives from sourcing through GTM execution
•GTM-oriented: understand how enterprise software is bought and sold and translate a technical integration into a field co-sell motion that generates pipeline
•Builder mentality: energized by greenfield opportunities and comfortable operating with ambiguity
•Commercially sharp: able to structure partnership deals, evaluate ROI, and make a convincing internal case for prioritizing partners
•Technically fluent: enough technical aptitude to understand ISV integrations on data platforms and what makes them compelling to developers and enterprise buyers alike

Experience:8+ yearsSaaSAIEnterprise softwareISV partnerships

Skills:CommunicationNegotiationStakeholder managementCross-functional collaborationRelationship management

Languages:English

Company Brief

MongoDB

Industry: Data Infrastructure

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: New York, United States

Founded: 2007

Glassdoor: 4.1

Website LinkedIn