This page contains the different roles within the Channel Sales Partnerships path. Choose the relevant roles you want to learn about.
Working on it. Stay tuned!
Manages and owns the relationship with long-tail channel partners (small VARs & SIs) to support monday.com鈥檚 scale in different markets.
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.
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.
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
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.
Impact your partners portfolio and team by achieving your personal goals.
> 2 years SaaS Sales Experience and based on high performance, edge cases may apply.
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.
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.
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.
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
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.
Impact your partners portfolio and team by achieving your personal goals.
> 4 years SaaS Sales Experience Or > 2 Years Channel managers experience, edge cases may apply.
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.
CPM level + be able to create strong relationship with senior stakeholders with the partner company
路聽聽聽聽聽聽聽聽 Have at least basic business planning skills and experience
路聽聽聽聽聽聽聽聽 Be able to handle high level of friction around partnership program autonomously.
路聽聽聽聽聽聽聽聽 Be able to strategically grow and advance channel partnerships
路聽聽聽聽聽聽聽聽 Lead new biz dev initiatives in your market from scratch have proven example of each of the above
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
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.
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.
> 4 years SaaS Sales Experience Or > 2 Years Channel managers Experience, edge cases may apply.
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.
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.
Has the ability to build a new motion, set KPIs and onboard the relevant stakeholders across the company to make it happen.聽
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.
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.
> 6 years SaaS Sales Experience Or > 4 Years Channel Manager Experience Or relevant experience in the vertical.
$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.
CPM level + be able to create strong relationship with senior stakeholders with the partner company
路聽聽聽聽聽聽聽聽聽Have at least basic business planning skills and experience
路聽聽聽聽聽聽聽聽聽Be able to handle high level of friction around partnership program autonomously.
路聽聽聽聽聽聽聽聽聽Be able to strategically grow and advance channel partnerships
路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
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
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.
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.
> 4 years SaaS Sales Experience Or > 2 years Channel managers experience, edge cases may apply.
$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.
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.
SCPM level + hold good understanding in training and enabling team members on all previous 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.
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.
> 5 years SaaS Sales Experience or > 3 years Channel Manager experience, edge cases may apply.
Working on it. Stay tuned!
Working on it. Stay tuned!