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.
The RoleWe are looking for a Partner Programs Lead to join our Ecosystem Partner Program team. We are looking for individuals who have worked in a Partner Sales Driven Quota carrying role and have experience in managing large complex program initiatives. The Partner Programs Lead will help develop Partner Programs and GTM workstreams for Ecosystem Partners( SI and VAR) . This individual will be responsible to support the Regional Sales Leadership and Field Specialists, modernize the Partner Program Function, drive effective Pipeline Generation, improve co-sell execution, and launch new sales plays with the Ecosystem Partners..
We are looking to speak to candidates who are based in Gurugram for our hybrid working model.
Role OverviewThe role comprises of 2 sets of responsibilities, the primary function being Program Initiative and secondly to support the Partner Development Activities
Program Functions
Partner Development
Build New Partner Programs and manage existing programs for the Partners
Partner Onboarding: Drive orientation, enablement, certifications, and GTM readiness for SIs and VARs.
Drive and execute the Program Initiatives with the MongoDB partners for a successful adoption
Pipeline & Relationships: Build strong partner networks, foster executive sponsorships, and develop new business opportunities.
Build New Assets, Collaterals, Pitch Decks, Memos for internal approvals for the Program
Regional Support: Oversee partner operations including quotes, proof of sales, agreements, and partner documentation.
Collaborate cross-functionally with internal teams to continuously refine and scale programs globally.
Execution Excellence: Proven ability to drive growth, engage at executive levels, and close business in dynamic environments.
Program Functions- Build and execute new partner program initiatives and revamp existing processes to enhance partner experience and business outcomes
- Collaborate cross-functionally with Sales, Marketing, Enablement, and Partner Operations to define requirements, design scalable programs, and deliver on timelines
- Monitor program performance, identify challenges, and communicate key updates and risks to leadership
- Develop program assets including pitch decks, approval memos, and internal enablement materials to drive clarity and alignment
- Analyze program results and continuously optimize for efficiency, scalability, and partner impact
- Collaborate with Sales and Partner Specialists to identify, prioritize, and grow strategic regional partners across SIs and VARs
- Drive partner enablement through sales and technical training, certifications, and joint GTM execution
- Lead account mapping, co-selling, and joint marketing activities to expand MongoDB’s reach and adoption
- Identify, recruit, and onboard new partners to open new markets and strengthen the partner ecosystem
- Manage partner performance, address escalations, and ensure seamless operational support
- Foster executive-level relationships and ongoing partner engagement through regularly cadence
- Education
- Preferably a Masters in Business Administration
- Experience
- Extensive experience in Program Management and launching strategic initiatives aimed at transforming the Partner experience
- Creative, dynamic and passionate about building new programs and drive them successfully in the field
- Has successfully built and delivered large complex program initiatives
- 5+ years of Partner Lead sales role in a fast-paced and competitive market with a focus on new business particularly with Services and Value Added Resellers
- Skilled in building business champions and running a complex sales processes
- Partner Management: Track record of building and nurturing exec-level relationships with business partners, a hands-on approach to developing new opportunities, technical acumen, and the ability to close business in a fast paced work environment.
- Aptitude to learn quickly and establish credibility. High EQ and self-aware
- Passionate about growing your career in the largest market in software (database) and developing and maintaining an in-depth understanding of MongoDB products
- Experience in CRM and Vendor Management Tools like Salesforce, Workspan, Graphite, Coupa, Conga etc.
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 organizations modernize 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 nearly 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.**
Requisition ID3263270547