Channel Partnerships PDP

This page contains the different roles within the Channel Sales Partnerships path. Choose the relevant roles you want to learn about.

馃敊

Choose & Compare

Partner Development Representative (PDR)
Channel Partner Associate (CPA)
Channel Partner Manager (CPM)
IC Path
Senior CPM IC
Vertical/Geo Lead
N/A
N/A
Management Path
Senior Channel Partner Manager
Channel Partner Team Lead
Regional Channel Partner Director
Head/Global Director of Channel Partnerships

Components:

All
Performance
Partnership management skills
Commercial knowledge
Relationship management skills
Scale impact team
Experience

Partner Development Representative (PDR)

Professional Path

Working on it. Stay tuned!

Performance
Partnership management skills
Commercial knowledge
Relationship management skills
Scale impact team
Experience

Channel Partner Associate (CPA)

Professional Path

Manages and owns the relationship with long-tail channel partners (small VARs & SIs) to support monday.com鈥檚 scale in different markets.

Performance

Generally up to an average of $ 220K / $2.5M added ARR a month / year, edge cases may apply due to over/under developed regions or partner portfolios , generally steady QoQ performance and growing attainment trend.

Partnership management skills

Have an understanding of the structure of a channel partner and their business motives, be able to manage ongoing business conversations and proactively develop the partner practice. Proficiency on day-to-day processes and ability to follow them effectively.

Commercial knowledge

Be able to autonomously run end to end:

1) classic monday.com sales cycle from lead to won

2) expansion and AM plays, securing renewals

3) all monday.com channel management core admin processes

4) basic legal negotiations

5) ability to train partners to get to that level of commercial sales and AM knowledge

6) basic CSM knowledge and understanding

7) all main pricing schemes and deal creativity skills

Relationship management skills

Successfully connect and efficiently work together with all supporting functions both for business functions (PS, Enablement, Marketing etc.) as well as with sales reps. Be a pleasure to work with.

Scale impact team

Impact your partners portfolio and team by achieving your personal goals.

Experience

> 2 years SaaS Sales Experience and based on high performance, edge cases may apply.

Channel Partner Manager (CPM)

Professional Path

Manages and owns the full relationship with channel partners (VARs, SIs, Agencies) that are strategically well-positioned to accelerate monday.com鈥檚 growth in core markets. Takes primary responsibility for the strategy and execution of building new partnerships in a specific region.

Performance

Generally up to an average of $250K / $3M added ARR a month / year, edge cases may apply due to over/under developed regions or partner portfolios, generally steady QoQ performance and growing attainment trend.

Partnership management skills

Have a strong understanding of the structure of a channel partner and their business motives, be able to manage ongoing business conversations and resolve friction and legal issues on a basic level, proactively develop the partner practice and be able to create opportunities for them.

Be capable of analyzing your book of partners, handle termination and recruit new ones to reach the yearly quota and add value to the ecosystem constantly grow partners portfolio abilities, headcount and revenue.

Commercial knowledge

CPA Skills plus:

1) Ability to lead comfortably and autonomously > $25k added ARR deals

2) Ability to have direct relationships with accounts champions and manage together with partner larger accounts > $50K accounts

Relationship management skills

Same as CPA + Ability to resolve friction with relevant stakeholders and sales reps/ teams while balancing the interests of the CPM, Partner and Company. ability to onboard and work effectively with supportive functions (ex. BizOps, Enablement, Presale, Success, etc.).

Ability to provide feedback effectively and follow the managerial routines.

Scale impact team

Impact your partners portfolio and team by achieving your personal goals.

Experience

> 4 years SaaS Sales Experience Or > 2 Years Channel managers experience, edge cases may apply.

Senior CPM IC

Professional Path
Performance

Generally up to an average of $ 350K / $4M added ARR a month / year, edge cases may apply due to over/under developed regions or partner portfolios , generally steady QoQ performance and growing attainment trend.

Partnership management skills

CPM level + be able to create strong relationship with senior stakeholders with the partner company

聽聽聽聽聽聽聽聽 Have at least basic business planning skills and experience

聽聽聽聽聽聽聽聽 Be able to handle high level of friction around partnership program autonomously.

聽聽聽聽聽聽聽聽 Be able to strategically grow and advance channel partnerships

聽聽聽聽聽聽聽聽 Lead new biz dev initiatives in your market from scratch have proven example of each of the above

Commercial knowledge

CPM skills plus:

1) Be comfortable with 50k plus deals and strong with 100K plus account management

2) Have high fluency in our legal terms and their implications on our day to day operations

Relationship management skills

Same as CPM + Ability to lead efforts on a cross team level while successfully managing and avoiding friction, lead by example and set the standard in the team and group level.

Scale impact team

Impact your team and group by leading team wide initiatives and projects on top of the impact deriving from your partners portfolio. Be the standard of excellence and make yourself available and approachable to train and assist internal team members.

Experience

> 4 years SaaS Sales Experience Or > 2 Years Channel managers Experience, edge cases may apply.

Vertical/Geo Lead

Professional Path
Performance

Depends by the nature of the role, could be ARR or other leading KPI that moves the needle on the group level. Generally steady QoQ performance and growing trend of key metrics.

Partnership management skills

Develop vertical/Geo expertise, build all the supportive processes related to the scope and productize it if applicable,聽 perceived as an SME in certain domains/topics.

Commercial knowledge

Has the ability to build a new motion, set KPIs and onboard the relevant stakeholders across the company to make it happen.聽

Relationship management skills

Work with the channel leaders and team members to drive your imitative forward. Works with key peers across the company to influence the decision-making process in order to reach certain objectives. Has an advanced presentation skills and capability to represent the team鈥檚 agenda, as well as communicating up effectively to overcome challenges and get the needed resources.

Scale impact team

Impact your geo/partnership Org by leading wide initiative/project, enable and onboard the team to the new vertical/geo moves, have examples of such successful efforts.

Experience

> 6 years SaaS Sales Experience Or > 4 Years Channel Manager Experience Or relevant experience in the vertical.

Performance
Partnership management skills
Commercial knowledge
Relationship management skills
Scale impact team
Experience
Performance
Partnership management skills
Commercial knowledge
Relationship management skills
Scale impact team
Experience

Senior Channel Partner Manager

Professional Path
Performance

$6 – $12M yearly added ARR revenue with a small team of CPMs, up to $150K added ARR personal quote, edge cases of no direct or smaller quote may apply , generally steady QoQ performance and growing attainment trend.

Partnership management skills

CPM level + be able to create strong relationship with senior stakeholders with the partner company

聽聽聽聽聽聽聽聽聽Have at least basic business planning skills and experience

聽聽聽聽聽聽聽聽聽Be able to handle high level of friction around partnership program autonomously.

聽聽聽聽聽聽聽聽聽Be able to strategically grow and advance channel partnerships

聽聽聽聽聽聽聽聽聽Lead new biz dev initiatives in your market from scratch have proven example of each of the above

Commercial knowledge

CPM skills plus:

1) Be comfortable with 50k plus deals and strong with 100K plus account management

2) Have high fluency in our legal terms and their implications on our day to day operations

Relationship management skills

Same as CPM + Ability to lead efforts on a cross team level while successfully managing and avoiding friction, lead by example and set the standard in the team and group level.

Scale impact team

Impact your and manage your direct team to success and provide successfully for all their personal and professional needs. Be viewed as a capable leader by your team members.聽 Impact the group by leading team wide initiatives and projects on top of the impact deriving from your partners portfolio. Be the standard of excellence and make yourself available and approachable to train and assist internal team members.

Experience

> 4 years SaaS Sales Experience Or > 2 years Channel managers experience, edge cases may apply.

Channel Partner Team Lead

Professional Path
Performance

$8 – $16M yearly added ARR revenue with a team of CPMs, generally no direct quota, edge cases may apply , generally steady QoQ performance and growing attainment trend is key.

Partnership management skills

Same as SCPM + Lead partners to revenue opportunities of different types and create / lead business development opportunities for partners and team members such as global expansions, services revenue, apps revenue etc., operate with extreme proactivity to solve issues before they occur or find new revenue opportunities.

Commercial knowledge

SCPM level + hold good understanding in training and enabling team members on all previous skills.

Relationship management skills

Same as CPM + Ability to lead efforts on a cross team level while successfully managing solving and avoiding friction without needing involvement from director/ VP level, lead by example and set the standard in the team and group level. handle activities to develop your territory: local events, PR, OOO, initiate a new type of partnership, handle convo with Marketing/Acquisition, etc.

Scale impact team

Same as Regional CP Manager聽as well Impact your larger team, group and Partnership Org by leading team / group wide initiatives and projects on top of the impact deriving from your partners portfolio, have examples of such successful efforts.

Experience

> 5 years SaaS Sales Experience or > 3 years Channel Manager experience, edge cases may apply.

Regional Channel Partner Director

Professional Path

Working on it. Stay tuned!

Performance
Partnership management skills
Commercial knowledge
Relationship management skills
Scale impact team
Experience

Head/Global Director of Channel Partnerships

Professional Path

Working on it. Stay tuned!

Performance
Partnership management skills
Commercial knowledge
Relationship management skills
Scale impact team
Experience