Partner Programs Director

The Role:  Strategy is looking for a partner ecosystem leader to build and run the programs behind our partner business and to grow the technology alliances around Mosaic. You'll own the operating backbone of our multi-tier partner program: tiering and annual re-tiering, benefits and MDF, deal registration, compliance audits, and the KPIs and health scorecards leadership uses to measure partner-sourced and influenced revenue. You'll also lead our ISV strategy, recruiting data platform, cloud, AI/ML, and automation partners to build certified Mosaic integrations. Working with Product and Engineering, you'll scope joint connectors, launch a partner marketplace, and drive co-selling and co-marketing with those partners. In addition, you'll design the enablement curriculum, onboarding framework, and partner portal that help partners ramp quickly and generate pipeline. You'll be the internal expert on program rules and systems, partnering closely with regional Partner/Alliance Managers, Sales, Marketing, and Alliances to keep program mechanics in step with our go-to-market strategy.  

Location: This is a fully onsite position based in our Tysons Corner, VA office and requires employees to work from the office Monday through Thursday. 

Program Design & Administration  

• Administer the multi-tier partner program (referral, reseller, technology alliance, SI/consulting, ISV) — own the tier criteria, documentation, and systems that keep tiering consistent and auditable across regions  
• Own the annual review and re-tiering process: pull performance data, apply criteria objectively, and produce tier-change recommendations for the Partner/Alliance Managers to deliver to partners  
• Maintain tier-specific benefit, margin/discount, MDF allocation, and SLA documentation, and confirm consistent application across regions  
ISV & Technology Alliance Partnerships (Mosaic Integration Ecosystem)  

• Own and grow Strategy's ISV partnership strategy, building an ecosystem of technology partners that natively integrate with Mosaic  
• Recruit and manage relationships with complementary ISVs — data platforms, cloud data warehouses, AI/ML tooling, and workflow/automation vendors — to expand Mosaic's connector and integration footprint  
• Partner with Product and Engineering to prioritize and scope joint integrations, co-developed connectors, and embedded/OEM use cases that extend Mosaic's value within partner ecosystems  
• Define ISV partnership tiers and technical requirements (API/SDK usage, certification, co-branding standards) specific to Mosaic integrations  
• Establish and maintain a Mosaic technology partner directory/marketplace listing to showcase certified ISV integrations to customers and prospects  
• Drive joint go-to-market motions with ISV partners — co-selling, co-marketing, and joint solution briefs positioning Mosaic alongside partner technology  
• Manage the end-to-end ISV partner lifecycle: recruitment, technical onboarding, certification, GTM launch, and ongoing relationship management  
• Track ISV ecosystem health metrics: number of active integrations, certification status, partner-sourced pipeline, and customer adoption of joint solutions  
Program Compliance & Governance  

• Own the deal registration process and system (PRM/CRM) end to end: approval workflows, SLAs, expiration rules, and dispute-resolution support  
• Monitor partner adherence to program requirements — certification status, deal registration compliance, MDF usage/reporting, SLA commitments — and flag gaps to the responsible Partner/Alliance Manager  
• Train internal sales and partner-facing teams on program policies to drive adoption and reduce compliance friction  
• Run periodic compliance audits (deal-reg integrity, MDF spend vs. approved use, certification currency) and report findings to leadership  
Reporting & KPI Ownership  

• Define, track, and publish the ecosystem KPI set: partner-sourced/influenced pipeline, marketplace revenue, certification completion, MDF ROI, partner health scores — sourced-vs-influenced discipline, no vanity metrics  
• Build and maintain a partner health scorecard flagging disengaged or non-compliant partners, routing re-engagement actions to the appropriate Partner/Alliance Manager  
• Produce regular reporting packages (monthly/quarterly) for leadership, Sales, and Alliances  
• Own budget tracking and ROI reporting for MDF and incentive programs  
Enablement Operations  

• Build and maintain the partner enablement curriculum — role-based training tracks, certification/accreditation program, content library — working with Product/Solutions Engineering on technical content  
• Own and maintain the partner portal/PRM content hub (collateral, sandbox access, self-service resources) so Partner/Alliance Managers always have current material on hand  
• Design and maintain the partner onboarding framework (agreement-to-first-deal milestones, 30/60/90-day journey) and coordinate cross-functional touchpoints (Sales, Solutions Engineering, Legal, Marketing) — Partner/Alliance Managers deliver it; this role builds and maintains it  
• Own the partner enablement end to end ensuring partner is progressing in driving partner source revenue  
Cross-Functional Partnership (internal-facing)  

• Partner closely with regional Partner/Alliance Managers to ensure they have the data, tools, and enablement content they need  
• Work with Sales, Product, Marketing, and Cloud/Alliances to align program mechanics (tiering, MDF, deal reg) with evolving GTM motions  
• Serve as the internal subject-matter expert on program rules, policies, and systems

Department: Sales
Function: Information Technology
Experience Level: Mid-Senior Level