About this role
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 Pro