Partner Programs Director

MicroStrategy Services Corp.; Tysons (VA); On-site; USD 130,000 - 234,000; Full time

Job summary

Strategy is seeking a partner ecosystem leader to manage a multi-tier partner program (referral, reseller, technology alliance, ISV) and grow Mosaic integrations. You will lead enablement, onboarding, and co-selling with ISV partners, while driving program governance, compliance, and KPI reporting.

This onsite role in Tysons Corner, VA collaborates with Product, Engineering, Sales, and Marketing. You’ll design the enablement curriculum, manage the partner portal, and build a marketplace of

Qualifications

• 8+ years in partner/alliance operations, channel program management, partner enablement, or GTM/revenue operations.
• Experience administering a multi-tier partner program and deal registration in PRM/CRM systems.
• Proven ability to build KPI reporting and dashboards for partner-sourced/influenced pipeline and program ROI.
• Experience designing or running partner onboarding and enablement programs including content management and portal ownership.
• Strong analytical and process-design skills with compliance auditing experience.
• Experience working cross-functionally with Sales, Marketing, Product, and Alliances.
• Familiarity with cloud marketplace and hyperscaler co-sell program mechanics.

Responsibilities

• Administer the multi-tier partner program — tiering, documentation, and systems across regions.
• Own annual review and re-tiering process with data-driven recommendations.
• Maintain benefits, MDF allocation, and SLA documentation across regions.
• Grow ISV partnerships and prioritize joint integrations with Product and Engineering.
• Define ISV tiers and technical requirements for Mosaic integrations.
• Establish a Mosaic partner marketplace listing and drive joint GTM motions.
• Manage end-to-end ISV partner lifecycle: recruitment, onboarding, certification, GTM launch.
• Track ecosystem health metrics: active integrations, certification status, partner-sourced pipeline.
• Define, track, and publish KPI sets and partner health scorecards.
• Own onboarding curriculum, enablement content, and partner portal maintenance.
• Partner with Sales, Marketing, Product, and Alliances to align program mechanics with GTM.
• Enforce program rules and provide internal training on policies.

Skills

Partner operations

Channel program management

GTM / Revenue operations

KPI reporting

Enablement programs

Cross-functional collaboration

Tools

Impartner

Allbound

Salesforce PRM

CRM deal-registration workflows

Job description

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.

But that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

Job Description

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

Qualifications

• 8+ years in partner/alliance operations, channel program management, partner enablement, or GTM/revenue operations.
• Demonstrated experience administering a multi-tier partner program — tiering criteria, deal registration, MDF/incentive tracking — inside a PRM or CRM system (e.g., Salesforce, Impartner, Allbound, or comparable).
• Proven ability to build and maintain KPI reporting and dashboards for partner-sourced/influenced pipeline, marketplace revenue, and program ROI, with a sourced-vs-influenced measurement discipline.
• Experience designing or running partner onboarding, certification, or enablement programs, including content management and portal/PRM ownership.
• Strong analytical and process-design skills — comfortable auditing compliance (deal registration integrity, MDF spend, certification currency) and translating findings into clear, actionable reporting.
• Experience working cross-functionally with Sales, Marketing, Product, and Alliances teams to keep program mechanics aligned with evolving GTM motions.
• Familiarity with cloud marketplace and hyperscaler co-sell program mechanics (AWS, Azure, Google Cloud) — enough to administer and report on them, not necessarily to own those relationships directly.

Strongly preferred

• Direct hands-on experience with a PRM platform (Impartner, Allbound, Salesforce PRM, Crossbeam, or similar) and CRM-integrated deal-registration workflows.
• Familiarity with the semantic layer / enterprise BI & analytics category and the broader AI-data-readiness landscape.
• Experience building partner health scorecards or comparable governance/reporting frameworks.
• Working knowledge of MDF/co-op fund administration and ROI reporting for channel or marketing programs.

Attributes

• High attention to detail and a strong bias toward process integrity and data accuracy.
• Comfortable being the "systems and rules" person in a fast-moving, relationship-driven organization — confident enforcing program compliance without owning the external relationship.
• Strong written communication skills — able to produce clear, concise reporting for leadership and enablement content for Partner/Alliance Managers.
• Able to operate in a virtual, matrixed environment, coordinating multiple internal stakeholders (Sales, Product, Marketing, Alliances) under time pressure.
• Proactive and self-directed — flags compliance gaps or reporting needs before being asked, rather than waiting for escalation.

Compensation

The base salary range for this role is $129,900 to $233,700 and represents a good faith estimate of the range at the time of posting. Strategy maintains broad salary ranges to account for differences in skills, experience, qualifications, internal peer equity, market conditions, and business needs.

Candidates are typically placed within the range based on these factors, and it is not common for individuals to be hired at or near the top of the range. The posted range reflects base salary only. Eligible employees may also participate in bonus programs, sales incentives, equity awards, and comprehensive benefits, as applicable.

Additional Information

Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.

Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at [e-mail] .

Visit Strategy’s Careers page for additional information.

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