• Drive partner sourced and influenced revenue to achieve and exceed target. • Develop, build and nurture strong business relationships with “partner” executives (including C-level) across sales, marketing and technical delivery teams. • Develop partner-led solutions, identify and qualify new opportunities to expand partner’s usage of Acquia solutions. • Build and execute on business plans and sales and channel marketing activities to achieve revenue goals and grow partner base profitability. • Provide executive engagement and partner advocacy to ensure premier partner happiness from enablement to sales to support. • Develop strong and capable partners to drive and achieve sales targets. • Help partners build sales and delivery capacity. • Support certification, specialization and capacity planning. • Ensure effective use of cross-functional resources and understand how to use these resources and skill sets to execute plan and achieve results. • Actively identify, drive and own partner led pipeline and conduct regular opportunity reviews with partners and Acquia sales teams. • Measure and manager partners’ success against metrics to maximize Win-Win results and strategic partner investments. • Use the existing programs and establish local practices to work with the dynamic Drupal open source community. • Team with the Acquia Sales team to optimize the efficiency of channel engagements and drive revenue.

• Contribute to defining sales strategy and market approach for the Industry segment in Eastern region. • Develop and maintain a high level of engagement with targeted end users, design firms, contractors, and strategic stakeholders through coordinated field activity and relationship development. • Promote and achieve specification of Gerflor products by calling on End Users and specifiers such as Architects, Engineering firms, Interior Designers, Flooring Contractors, and Builders. • Support Agents and the Gerflor Commercial sales team, ensuring a proper understanding of targeting key strategic stakeholders and the product portfolio’s benefits. • Organize and present CEUs and “lunch and learn” sessions with specifiers in coordination with the local sales team. • Maintain accurate project, stakeholder, and opportunity data within Gerflor’s CRM platform. • Lead the effort on Industry-related trade shows and events where Gerflor participates, managing appropriate lead follow-up and ROI calculation. • Provide market intelligence concerning competition, distribution, product trends, standards, etc.

• Generate outbound calls and field incoming calls • Obtain necessary estate information and follow up with attorneys or personal representatives regarding claim filing • Negotiate payment arrangements and follow up as needed • Send confirmation and settlement letters as required • Accurately document accounts and notate files with correct transaction codes • Respond to all voicemail messages daily • Adhere to company policies, procedures, and client-specific requirements • Uphold company information security and privacy responsibilities

Role Description MongoDB is standing up a dedicated ISV Partnerships function, and this Director role is the leadership seat at the center of that effort. You will own the strategy and execution of MongoDB's ISV partner program across a team of partner managers, covering both industry-specific ISVs in verticals like financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs building platforms and tools that serve builders across industries. This is not a role for someone who wants to manage from a distance. You will set the strategic direction for how MongoDB identifies, activates, and scales ISV partnerships, while staying close enough to the work to directly influence key relationships, shape partner agreements, and coach your team through complex deals. You will be expected to operate as a player-coach: intellectually involved in the most important partnerships, hands-on when the moment calls for it, and consistently raising the bar for what good looks like on your team. This is a greenfield program. You will have real ownership over how it is built, the methodology your team follows, how success is defined and measured, and how the function earns credibility with Sales, Product, and executive leadership. The opportunity is significant for the right leader. This role can be based remotely in the United States. What You'll Do - Strategy and Program Leadership - Define and own the strategic framework for MongoDB's ISV partner program, including segmentation across vertical and horizontal ISV categories, prioritization criteria, and the GTM approach for each partner tier. - Build and evolve the program infrastructure: onboarding processes, partner playbooks, co-sell frameworks, success metrics, and the internal operating model that connects ISV partnerships to MongoDB's revenue motion. - Set the vision for how ISV partnerships contribute to MongoDB's growth, and communicate that vision clearly to executive leadership, cross-functional stakeholders, and your team. - Player-Coach Execution - Stay personally engaged in the most strategically important partner relationships, including leading or co-leading negotiations, shaping joint value propositions, and representing MongoDB in senior-level partner conversations. - Identify early signals of partnership potential or risk across your team's portfolio and step in directly when a deal or relationship needs senior attention. - Model the behavior you expect from your team, including intellectual rigor in partner evaluation, commercial discipline in deal structuring, and a bias toward outcomes over activity. - Team Development - Lead, develop, and retain a team of Partner Managers, providing strategic direction, deal coaching, and career development that helps each person grow into a stronger partnership professional. - Establish clear expectations for performance, build a culture of accountability, and create space for your team to do their best work without micromanagement. - Contribute to future team hiring and organizational design as the ISV program scales. - Cross-Functional Leadership - Build strong working relationships with Sales, Product, Marketing, and Pre-Sales leadership to align ISV partnership strategy with MongoDB's broader go-to-market priorities. - Serve as the internal advocate for the ISV partner motion, educating field sellers on how to co-sell with ISV partners and working with Product to influence the roadmap based on partner ecosystem needs. - Present program performance, strategic priorities, and resource needs to senior leadership on a regular basis. - Ecosystem Positioning - Maintain a sharp point of view on the evolving ISV landscape, including which vertical markets and AI-native platforms represent the highest-value partnership opportunities for MongoDB. - Represent MongoDB externally at industry events, partner summits, and customer conversations to build visibility and accelerate business development. Qualifications - 10+ years in partnerships, business development, or ISV program management, including at least four years managing a team of partnership professionals at a technology company. - Ability to think at a program and portfolio level while remaining credible and effective in individual partner conversations. - Experience as a player-coach, staying engaged in the work and bringing expertise to complex situations. - Experience building or significantly scaling a partner program, understanding foundational needs and sequencing work. - Commercially sophisticated with experience structuring complex partnership agreements and evaluating partner ROI. - Commitment to talent development, providing direct feedback and creating an environment for strong performers. - Strong executive communication skills, able to distill complex information into clear narratives for senior leadership. Success Measures - 3 Months: Develop a strong grasp of MongoDB's product, sales motion, and competitive position. Assess the existing state of ISV partnerships and opportunities. Establish working relationships with key internal stakeholders. Define initial program priorities and communicate them to your team and leadership. - 6 Months: Activate a first cohort of high-priority ISV partnerships with defined value propositions and early co-sell plans in motion. Establish team operating rhythm, performance expectations, and early program infrastructure. Begin demonstrating partner-influenced pipeline. - 12 Months: Deliver measurable business impact through ISV partner pipeline contribution, validated co-sell plays, and a growing set of active field relationships. Have a clear program framework in place with buy-in from Sales and Product leadership. Build and retain a high-performing team. Benefits - Equity participation in the employee stock purchase program. - Flexible paid time off. - 20 weeks fully-paid gender-neutral parental leave. - Fertility and adoption assistance. - 401(k) plan. - Mental health counseling. - Access to transgender-inclusive health insurance coverage. - Health benefits offerings.