Job Opportunities API

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 anywhere in the US 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-inf