At a Glance
- Tasks: Lead the development of innovative partnerships with independent software vendors in a dynamic environment.
- Company: Join MongoDB, a pioneering tech company redefining databases for the AI era.
- Benefits: Enjoy a supportive culture, hybrid work model, and opportunities for personal growth.
- Other info: Be part of a collaborative team driving innovation and success in a fast-paced market.
- Why this job: Shape a groundbreaking ISV partner program and make a real impact in the tech industry.
- Qualifications: 8+ years in business development or partnerships, with strong communication and technical skills.
The predicted salary is between 80000 - 100000 € per year.
We are building a first-of-its-kind ISV partner motion at MongoDB, and this role is a founding part of that effort. As Sr. Partner Manager for ISVs, you will own the identification, development, and scaling of partnerships with independent software vendors across two key categories: industry-specific ISVs building vertical applications in markets like financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs developing platforms and tools that serve builders across industries. This is a greenfield opportunity. You will help shape the program from the ground up, define how MongoDB goes to market with ISV partners, and build a repeatable playbook that scales.
You will move from initial outreach and product-market fit validation through to field distribution and co-sell execution with MongoDB's sales organization. This role requires a rare combination of business development instinct, commercial acumen, and the ability to work cross-functionally in a fast-moving environment. We are looking to speak to candidates who are based in London for our hybrid working model.
What You'll Do
- ISV Partnership Development: Identify, recruit, and activate high-potential ISV partners across both vertical (industry-specific) and horizontal (AI-native) categories, prioritising 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.
- Partner Scaling and Field Distribution: 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. Work with ISV partners to drive adoption and distribution of validated integrations through field sales channels, partner-led motions, and marketplace presence. Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance, and refining GTM strategies based on results.
- Program Building: Contribute to the design and evolution of MongoDB's ISV partner program, including tiering frameworks, onboarding processes, and success metrics. This is a new motion for the company and you will have meaningful influence over how it takes shape. Build reusable assets such as partner playbooks, joint solution briefs, and field guides that accelerate the productivity of both MongoDB sellers and ISV partners.
- Cross-Functional Collaboration: Partner closely with MongoDB's Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy, drive joint initiatives, and deliver measurable outcomes. Represent the ISV partner perspective internally, advocating for partner needs in product roadmap discussions and go-to-market planning.
- Ecosystem Awareness: Maintain a deep understanding of the vertical SaaS and AI application landscape, including how ISVs build, distribute, and scale in the markets MongoDB serves. Represent MongoDB at relevant industry events, conferences, and partner communities to build visibility and accelerate partnership development.
Who You Are
- Experienced: 8+ years in business development, partnerships, or ISV program management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution.
- GTM-Oriented: You understand how enterprise software is bought and sold, and you know how to translate a technical integration into a field co-sell motion that generates pipeline.
- Builder Mentality: You are energised by greenfield opportunities. You do not wait for a playbook to exist before taking action, and you are comfortable operating with ambiguity.
- Commercially Sharp: You can structure a partnership deal, evaluate partner ROI, and make a compelling internal case for which partners to prioritise and why.
- Technically Fluent: You have enough technical aptitude to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers alike.
- Collaborative Communicator: You communicate clearly and credibly with audiences ranging from ISV founders and field sellers to internal executives, you write well and run tight meetings.
- Relationship-Driven: You build trust quickly with external partners and internal stakeholders and maintain strong relationships over time.
Success Measures
- 3 Months: Develop a strong working knowledge of MongoDB's product, sales motion, and existing ecosystem. Identify and prioritise a first wave of ISV partner targets across both vertical and horizontal categories. Begin outreach and early conversations.
- 6 Months: Activate initial ISV partnerships with defined joint value propositions and early co-sell plans. Establish working relationships with key Sales stakeholders to begin field distribution. Deliver first quick wins.
- 12 Months: Demonstrate measurable business impact through ISV partner-influenced pipeline, validated integrations, and a scalable co-sell motion. Contribute meaningfully to the broader ISV program framework.
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 database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database on the market, helps organisations modernise legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 60,000 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 is an equal opportunities employer.
Principal Partner Programs Lead in London employer: MongoDB
At MongoDB, we pride ourselves on being an exceptional employer, particularly for the Principal Partner Programs Lead role based in London. Our hybrid working model fosters a collaborative and innovative work culture, where employees are empowered to shape new initiatives from the ground up. With a strong commitment to personal growth, we offer extensive development opportunities, a supportive environment, and unique benefits that prioritise employee wellbeing, making MongoDB a truly rewarding place to advance your career.
StudySmarter Expert Advice🤫
We think this is how you could land Principal Partner Programs Lead in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out to potential partners or colleagues on LinkedIn. You never know who might have the inside scoop on job openings or valuable connections.
✨Tip Number 2
Show your passion for MongoDB! When you get the chance to chat with someone from the company, make sure to express why you’re excited about the role and how you can contribute to building the ISV partner program. Your enthusiasm can set you apart from other candidates.
✨Tip Number 3
Prepare for those interviews by doing your homework. Understand MongoDB’s products, their market position, and the challenges they face. This will help you articulate how your experience aligns with their needs and how you can help shape the future of their ISV partnerships.
✨Tip Number 4
Don’t forget to follow up! After any meeting or interview, send a quick thank-you note. It shows your appreciation and keeps you fresh in their minds. Plus, it’s a great opportunity to reiterate your interest in the role and how you can add value to the team.
We think you need these skills to ace Principal Partner Programs Lead in London
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Principal Partner Programs Lead role. Highlight your experience in business development and partnerships, especially with ISVs, to show us you’re the right fit for this greenfield opportunity.
Showcase Your GTM Knowledge:We want to see your understanding of go-to-market strategies! Share examples of how you've successfully activated partnerships and driven sales in previous roles. This will help us gauge your GTM orientation and commercial acumen.
Be Clear and Concise:When writing your application, keep it clear and to the point. Use straightforward language to communicate your achievements and skills. We appreciate a well-structured application that’s easy to read!
Apply Through Our Website:Don’t forget to submit your application through our website! It’s the best way for us to receive your details and ensures you’re considered for the role. We can’t wait to hear from you!
How to prepare for a job interview at MongoDB
✨Know Your ISVs
Before the interview, dive deep into the world of independent software vendors (ISVs). Understand their business models, key players in the industry, and how they fit into MongoDB's ecosystem. This knowledge will help you speak confidently about potential partnerships and demonstrate your genuine interest in the role.
✨Showcase Your GTM Strategy Skills
Be prepared to discuss your experience with go-to-market (GTM) strategies. Think of specific examples where you've successfully activated sales teams around new partnerships or products. Highlight your ability to translate technical integrations into compelling co-sell motions that drive pipeline growth.
✨Embrace the Greenfield Opportunity
This role is all about building from scratch, so showcase your builder mentality. Share past experiences where you've thrived in ambiguous situations and created successful programmes or initiatives without a pre-existing playbook. This will show that you're ready to take on the challenge.
✨Communicate Clearly and Collaboratively
Since this role involves cross-functional collaboration, practice articulating your thoughts clearly. Prepare to discuss how you've effectively communicated with various stakeholders, from ISV founders to internal executives. Strong communication skills will be key to your success in this position.
