Senior Vice President, Global Partner Ecosystem

What You Will Own

• Define, build, and continuously evolve the global partner ecosystem roadmap in alignment with MongoDB's growth objectives and shifting market dynamics, particularly the rise of AI-native buying patterns
• Shape the segmentation and investment thesis across partner types (hyperscalers, GSIs, resellers/VARs) so resources flow to the relationships with the highest strategic and revenue leverage
• Own the overarching strategy across hyperscaler relationships, with particular focus on deepening and protecting existing relationships while systematically growing influence with other cloud providers
• Drive marketplace strategy and co-sell motions with cloud providers, including private offers, committed spend programs, and joint go-to-market investments
• Expand MongoDB's footprint with global system integrators by building deep, durable relationships at the highest executive levels of firms such as Accenture and Infosys
• Build out a broader channel strategy that extends MongoDB's reach into markets and segments direct sales cannot efficiently cover
• Drive the development of high-value joint solutions with partners, ensuring technical interoperability and clear, differentiated value for our shared customers
• Embed partners into the core go-to-market motion, strengthening alignment with field sales so partners become a proactive source of net-new pipeline and a driver of expansion within existing accounts
• Build the partner enablement infrastructure (certification, training, incentive and rebate structures, and deal registration) needed to make partners self-sufficient sellers and implementers of MongoDB
• Partner closely with Marketing to build co-marketing and demand generation programs that partners can activate independently
• Own partner-sourced and partner-influenced revenue, pipeline contribution, and attach rates; establish rigorous KPIs and partnership health metrics reported to the executive leadership team and Board
• Serve as a primary spokesperson and thought leader at industry events, positioning MongoDB as the data platform partner of choice in the AI era
• Collaborate closely with Sales leadership, as well as leaders across Finance, Product, Legal, Customer Success and Professional Services, to ensure the partner operating motion is fully aligned with the broader business
• Build and develop a high-performing partnership team, taking a hands-on approach to hiring, coaching, and talent development at every level of the organization

What We're Looking For

• Extensive leadership experience building and scaling a partner or channel ecosystem within a large, high-growth software organization
• Experience as a geographic or regional partner leader ready to step into a global mandate, or existing experience running partnerships at global scale
• Executive presence and the credibility to engage confidently with C-suite executives at major global system integrators and technology partners
• Strong conviction and the ability to hold ground with internal sales leadership - a peer and challenger to the sales organization, not a deferential order-taker
• A track record of pushing past the status quo to drive transformational change in how a partner organization operates and contributes to revenue
• Exceptional storytelling and external presence, paired with rigorous execution discipline and operational follow-through
• Ability to learn quickly and operate credibly in new technical domains, without requiring prior experience in database technology or consumption-based business models

Mongodb's base salary range for this role in the U.S. is

$0.01 - $0.01 USD