The Opportunity

MongoDB’s partner ecosystem — systems integrators, ISVs, and the major cloud providers — is a strategic growth engine for the business. We’re looking for a Senior Manager, Sales Plays and Offerings to design the joint go-to-market motions that turn partner relationships into pipeline and revenue. This is a highly cross-functional, strategic role: you’ll build the sales plays and joint offerings themselves, partner with Enablement to get the field and our partners ready to sell them, instrument how they perform, and work with the Programs lead to make sure incentives reward the behavior we want to see.

You will report directly to the VP of Partner Strategic Operations and act as a connective layer between Partnerships, Sales, Enablement, and Programs — translating ecosystem strategy into repeatable, measurable, field-ready motions.

We are looking to speak to candidates who are based in Palo Alto for our hybrid working model.

What You'll Do

Build sales plays and joint offerings

•     Design and package partner sales plays and joint solution offerings with priority ISVs, SIs, and cloud partners — defining the joint value proposition, target segment, competitive positioning, and playbook for how field and partner sellers execute it
•     Partner with Product Marketing, Solutions Engineering, and partner counterparts to validate technical integration stories and translate them into a compelling, sellable narrative
•     Prioritize which plays to build and scale based on market opportunity, partner readiness, and alignment to MongoDB’s strategic pillars (e.g., AI, migrations, industry verticals)
•     Own the lifecycle of each play from concept through launch, iteration, and eventual retirement or refresh

Drive partner and field enablement

•     Partner closely with the Enablement team to translate each sales play into field- and partner-facing assets: pitch decks, battlecards, demo scripts, certification content, and objection handling
•     Support enablement delivery through partner kickoffs, webinars, and regional sales cadences, ensuring reps and partner sellers can confidently position and co-sell the play
•     Gather field and partner feedback post-launch and feed it back into content and play refinements

Monitor, measure, and track performance

•     Define the KPIs and success metrics for each sales play and joint offering (pipeline generated, co-sell attach rate, win rate, cycle time, partner adoption/certification rates)
•     Build and maintain dashboards and regular reporting cadences (monthly business reviews, QBRs) that give Partner Strategic Operations leadership clear visibility into what’s working, what isn’t, and why
•     Use performance data to make the case for doubling down on, adjusting, or sunsetting specific plays

Align incentives and programs

•     Partner with the Partner Programs lead to evaluate whether new or existing sales plays warrant dedicated incentives (SPIFs, MDF, rebates, or program-tier benefits) and help define the structure of those incentives
•     Ensure incentive design is grounded in the performance data you’re tracking — recommending where incentive dollars will have the greatest impact on partner-sourced and partner-influenced pipeline
•     Represent the voice of sales plays and field execution in broader Partner Program strategy and planning discussions

What You'll Bring

•     7+ years of experience in partner/channel strategy, partner marketing, GTM strategy, or partner programs at a B2B SaaS or infrastructure/data company, ideally with exposure to cloud marketplaces (AWS, Azure, GCP) or major SI/ISV ecosystems
•     A track record of building and launching joint go-to-market motions or sales plays that generated measurable partner-sourced or partner-influenced pipeline and revenue
•     Experience partnering with enablement functions to translate strategy into field-ready content and training
•     Comfort with data: able to define KPIs, build reporting/dashboards (Salesforce, Tableau, or similar), and use performance data to drive decisions — not just report on them
•     Familiarity with partner incentive structures (SPIFs, MDF, rebates) and how they’re typically designed and evaluated for ROI
•     Executive presence: comfortable operating as a trusted advisor to a VP and presenting recommendations to senior partnership and sales leadership
•     Strong cross-functional influence — you’ll get things done primarily through collaboration with Enablement, Programs, Product Marketing, and Sales rather than direct authority
•     Excellent written and verbal communication; able to turn complex, ambiguous initiatives into clear, structured plans and narratives

Nice to Have

•     Experience with partner ecosystem
•     Background in database, cloud infrastructure, or developer-focused technology
•     Prior experience directly supporting or partnering with a Partner Programs or Partner Operations function on incentive design

What Success Looks Like in the First Year

•     A defined, prioritized portfolio of active sales plays and joint offerings, each with a clear owner, launch plan, and performance target
•     A repeatable enablement handoff process with the Enablement team, so every new play launches with field- and partner-ready assets from day one
•     A live reporting cadence (dashboard + QBR) that Partner Strategic Operations leadership relies on to make investment decisions
•     At least one incentive recommendation, developed jointly with the Programs lead, that’s adopted and shown to move partner behavior

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 data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform 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 data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 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, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

REQ ID: 2273499594