> Markdown version of [/jobs/ext/2688347-principal-partner-programs-lead](https://www.wearedevelopers.com/jobs/ext/2688347-principal-partner-programs-lead). Every page supports `.md` or `Accept: text/markdown`. Links point to the HTML versions so they work for humans too. Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Principal Partner Programs Lead - **Company:** MongoDB - **Location:** London, UK - **Experience:** Expert - **Contract:** Permanent contract - **Skills:** Artificial Intelligence, Software as a Service, MongoDB, Enterprise Software Applications, Data Management - **Published:** September 3, 2026 - **Apply:** https://dejobs.org/x/x/E5AD071C464640C79601CD9AC4A2E2A2/job/ ## About the Role 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., * 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 energized 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 prioritize 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 ## Description * Identify, recruit, and activate high-potential ISV partners across both vertical (industry-specific) and horizontal (AI-native) 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 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, * 3 Months: Develop a strong working knowledge of MongoDB's product, sales motion, and existing ecosystem. Identify and prioritize 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. 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