Channel Partnerships PDP

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

You can also enter the “Professional Path” to access the relevant skills and resources (coming soon!).

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Choose & Compare

Partner Development Representative (PDR)
Channel Partner Associate (CPA)
Channel Partner Manager (CPM)
Senior CPM or “Territory” CP/PDR Lead
IC Path
Vertical/Regional CP Lead
Management Path
Regional Channel Partner Lead
Regional Channel Partner Director
Head/Global Director of Channel Partnerships

Components:

All
Internal impact and collaboration
Complexity
Autonomy
External relationships
Knowledge
Typical experience
Yearly quota

Partner Development Representative (PDR)

Professional Path

Leads the research to identify potential channel partners, facilitates the activities with the partners during the recruitment/partner application process and builds the partners pipeline.

Internal impact and collaboration

Establishes substantial relationships across the company, specifically with Channel Partner Managers in a designated region, and the marketing team. Demonstrates the monday.com culture in their day-to-day interactions with other peers and stakeholders in the company. Improves the partners closing cycle and key KPIs.

Behaviors

  • Analyzes the SaaS channel space to understand trends and shares the knowledge internally
  • Works closely with other CPMs to build channel networks in different regions
Complexity

Leads and manages the partner’s recruitment process and follows relatively structured processes to recruit channel partners in a designated region.

Behaviors

  • Generates new QPLs ( qualified partner leads) for different Channel Partners through proactive outreach
  • Works closely with the regional CP teams to define target partners and IPPs
  • Facilitates marketing activities to support partners’ recruitment efforts (decks, webinars, events)
Autonomy

Takes full ownership of the relationship with potential partners and owns the top of the partner’s recruitment funnel. Has autonomy in reaching out to partners, creating resources needed and managing initial meetings to reach the objectives.

Behaviors

  • Conducts leads discovery calls and manages the partner’s recruiting process
  • Advises to CPMs on which partners fit our CP IPP (Ideal Partner Profile)
  • Acts as the primary point of contact for new partners (inbound & outbound)
External relationships

Builds relationships with executives in various partner organizations, and acts as the initial interface within monday.com’s Partners Program to ensure a structured, efficient and engaging experience during the recruitment process.

Behaviors

  • Identifies relevant stakeholders in a partner organization (C-levels, partnerships/practice lead) through different channels (Linkedin, partner directories, etc.)
  • Schedules and leads intro meetings with potential partners
  • Presents monday.com partners program benefits and requirements to executives in order to better qualify potential partners prior to progressing in the recruitment process
Knowledge

Partnerships knowledge: basic knowledge of different types of partners, some experience in working with VAR’s and SI’s. Sales methodologies: basic knowledge of sales methodologies. Has an understanding of sales processes and deal flows. Product knowledge: Has good product knowledge, and the ability to conduct standard product demos.

Behaviors

  • Has experience in cold reach out, exploratory call & discovery methodologies
  • High understanding of the structure of monday.com’s partnerships programs including benefits and requirements
Typical experience

0-2 years of direct sales or sales development experience.

Yearly quota

8-10 QPLs per month

Channel Partner Associate (CPA)

Professional Path

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

Internal impact and collaboration

Gathers and presents insights to their manager on long-tail partnerships performance. Builds relationships with different business functions within the Partners Group and with main stakeholders.

Behaviors

  • Collaborates with additional teams in the company to identify opportunities and ensure alignment towards the company’s overall strategy in the region
Complexity

Develops and accelerates partnerships with silver/gold tier Channel Partners in different regions to accelerate net new sales through the partner’s network.

Behaviors

  • Manages a smaller partners portfolio of ~5-10 Channel Partners
  • Leads recurring meeting cadences with key stakeholders
  • Works with partners on developing their own monday.com business unit, to help silver tier partners scale in our channel program
Autonomy

Fully owns the relationships and the P&L of the Channel Partners in the region. Autonomous in managing the day-to-day activities with the partners with some guidance from their manager or other CPMs. 

Behaviors

  • Owns a portfolio of partners in a designated region
  • Generates new ideas, opportunities, and innovation to drive continuous improvement and sustainable growth of their region
External relationships

Builds a channel portfolio of VARs and SIs in a designated region. Creating a rapport with leaders /executives of Silver & Gold tier partners. Working with the assigned representative of each partner company to drive our mutual sales targets.

Behaviors

  • Identifies, builds and nurtures Silver-tier partners to develop touch relationships to accelerate our mutual growth
  • Conducts bi-weeklies or monthlies with relevant partners
  • Supports the partner’s client-facing work inc. leading strategic accounts with the local partner
Knowledge

Partnerships knowledge: knows how to establish and manage tactical partnerships with regional VARs and SIs. Has an understanding of the different partnership plans of our main competitors and large cloud vendors. Sales methodologies: has good knowledge of sales methodologies (value-based selling, discovery, MEDDPIC). Product knowledge: has good knowledge of the product, and the ability to demonstrate standard processes on monday.com.

Behaviors

  • Has experience in cold reach out, exploratory call & discovery methodologies
  • High understanding of the structure of monday.com’s partnerships programs including benefits and requirements
Typical experience

1-3 years of direct sales or sales development experience with partnerships orientation.

Yearly quota

<$2M

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’s growth in core markets. Takes primary responsibility for the strategy and execution of building new partnerships in a specific region.

Internal impact and collaboration

Works with key peers in the Partnerships Group and in the company (Sales, Marketing, Legal, Product, R&D) to influence the decision-making process in order to reach their sub-region objectives.

Behaviors

  • Builds co-sell/marketing practices
  • Collaborates with additional teams in the company to identify opportunities and ensure alignment towards the company’s overall strategy in the region
  • Professionally  mentors PDRs and/or CPAs including participating in the “buddy”
Complexity

Builds and develops partnerships with Silver/Gold/Platinum tier Channel Partners in their region.

Behaviors

  • Manages a larger partners portfolio of ~5-20 Channel Partners
  • Builds business plans and determines targets with each Channel Partner
  • Executes the plan to meet monthly/quarterly targets
  • Continuously works with partners on developing their own monday.com business unit
Autonomy

Fully owns the relationships and the P&L of the Channel Partners in the region. Autonomous in building the yearly business plan, obtaining all resources needed to reach the objectives, and executing end-to-end.

Behaviors

  • Initiates and conducts yearly business planning meetings with the partners’ execs
  • Ensures alignment of strategy with the partners’ daily activities
External relationships

Builds a channel portfolio of VARs and SIs in a designated region. Creates a rapport with leaders /executives of Gold & Platinum tier partners.  Establishes and maintains deep, long-term relationships with key stakeholders to increase mutual investment in the partnership and accelerate the partners’ growth. 

Behaviors

  • Manages close relationships with the CPs to ensure the success of the partnership as well as identifies key stakeholders and domains to further expand into additional partners divisions
  • Conduct weekly meetings with the partners to set our short-term strategy and drive relevant activities
  • Lead QBRs and business reviews with your key partners
Knowledge

Establishes and manages channel partnerships from scratch including working with different profiles of VARs and SIs (Regional, National and Global partners). Has advanced knowledge of the different partner types and the competitive landscape of different partnership programs. Sales methodologies: has advanced knowledge of various sales methodologies and strong sales capabilities. 

Behaviors

  • Experienced in managing enterprise, $100k deals (e.g. systems architect, delivery processes, etc) end to end
  • Deep understanding of the various models which we can use to collaborate with different VARs (e.g. Consultants & Solution partners, Resellers)
Typical experience

At least 5 years of professional experience in direct or indirect sales. 1-2 years of partnership management experience. Strong sales capabilities and experience managing quotas.

Yearly quota

$2M<X<$3M

Senior CPM or “Territory” CP/PDR Lead

Professional Path

Manages and owns the full relationship with strategic channel partners (VARs, SIs, Agencies, GSIs) that are strategically well-positioned to accelerate monday.com’s growth in core markets. Takes primary responsibility for the strategy and execution of building new partnerships in a specific region while owning strategic partnerships from A-Z including local GSIs operations and tier 1 partners. 

Internal impact and collaboration

Works with key peers in the Partnerships Group and c-level executives in the company (Sales, Marketing, Legal, Product, R&D) to influence the decision-making process in order to reach certain objectives.

Behaviors

  • Perceived as an SME in certain domains/topics
  • Knows how to communicate CPs challenges and needs to internal stakeholders and influence agendas
  • Mentors CPAs and CPMs including participating in the “buddy” program
Complexity

Acts as the CP expert in a specific sub-region and develops strategic partnerships mainly with Gold and Platinum tier partners. Manages highly complex partner organizations (+2,000 employees). 

Behaviors

  • Builds complex business plans that includes working with several departments and cross functions in the Partners Organization
  • May lead a small sub-regional team
Autonomy

Takes full ownership of the building and developing the channel in the assigned region, including owning the relationships and the P&L of the Channel Partners in the region. Autonomous in planning sales and marketing activities, obtaining all resources needed to reach the objectives and executing end-to-end. Manages a preallocated budget.

Behaviors

  • Works with our Platinum and Strategic partners in the region and acts as the executive PoC in a sub-region
  • Defines partnership’s long and short-term goals. Advises on joint GTM strategies and objectives
  • May work or directly manage CPAs/CPMs to further develop a specific region 
External relationships

Manages a global channel portfolio of strategic VARs and SIs. Creating a rapport with leaders /executives of Platinum tier partners. Establishes and maintains deep, long-term relationships with key stakeholders while focusing on developing monday.com’s global strategic partnerships to position and develop the partners’ monday.com business across the partner’s organization.

Behaviors

  • Building strategic partnerships plans with our Platinum partners incl. Headcount growth, developing internal capabilities and cross organization enablement
  • Presenting monday.com’s work to different departments in the partner organization
Knowledge

Masters the VARs and SIs ecosystem with a high understanding of the different GTM strategies. Knows who the key stakeholders are in the strategic Channel Partners in his region and establish deep long-term relationships with them. Has leadership and management knowledge as well as motivational skills.

Behaviors

  • Experienced in managing enterprise, $100k deals (e.g. systems architect, delivery processes, etc) end to end including working with our direct-sales team on co-sell activities in a dedicated region
Typical experience

At least 6 years of professional experience in direct or in-direct sales. 2-4 years partnerships management experience. Strong sales capabilities and experience managing large quotas.

Yearly quota

>$3M

Vertical/Regional CP Lead

Professional Path

Industry-level partnerships expert with specialization in a key vertical (DMR, Public sector, Tenders) or in a core/strategic market. Leads monday.com’s global initiatives in that area while contributing to the whole organization with a direct impact on the company ARR. Manages and owns the full relationship with strategic channel partners (VARs, SIs, Agencies, GSIs) that are strategically well-positioned in a specific vertical or core market. Leads company-wide specialization in a specific vertical, including solution selling and deeply related processes and workflow understanding. Takes primary responsibility for the strategy and execution of building new partnerships in a specific region while owning strategic partnerships from A-Z including local GSIs operations and tier 1 partners.

Internal impact and collaboration

Works with key peers in the Partnerships Group and in the company (Sales, Marketing, Legal, Product, R&D) to influence the decision-making process in order to reach certain objectives. Perceived as an SME in certain domains/topics. Has advanced presentation skills and capability to represent the team’s agenda.

Behaviors

  • Educates peers across the company on best practices of a specific vertical/region (Gov., tenders, new regions) in order to further develop the revenue stream in these areas
  • Helps define product or infrastructure needs to support wider penetration to a specific market segment (e.g local data hosting in EU)
Complexity

Identifies different Channel Partners in their vertical/region (Strategic vs Tactical and partner tiers). Works with different business functions within the partner organization and with key stakeholders. Manages highly complex partner organizations (+2,000 employees) or vertical projects/partners.

Behaviors

  • Works with vertical-dedicated platforms to enable deals in the specific sector. e.g: filing monday.com on g-cloud to enable vertical-related deals
  • Identifies b
Autonomy

Fully owns the relationships and the P&L of the Channel Partners in the vertical/region. Autonomous in planning, obtaining all resources needed to reach the objectives and executing end-to-end in order to develop the specific vertical/region.

Behaviors

  • Works with our vertical CPs/GSIs in the region to develop professional practices with them
  • Builds and implements GTM strategies & objectives with vertical/regional partner
External relationships

Has a substantial network in the Channel Partnerships space (especially with senior executives within VARs and SIs) and is perceived as an SME in certain communities/industries.

Behaviors

  • Establishes and maintains deep, long-term relationships with key stakeholders in VARs and G/SIs
Knowledge

Masters the VARs and SIs ecosystem with a high understanding of the different GTM strategies in a specific region or vertical, i.e: Public sector, Financial Services, DMRs. Knows who the key stakeholders are in the strategic Channel Partners in their region and how to establish deep long-term relationships with them. 

Behaviors

  • Experienced in managing enterprise accounts, $100k deals/accounts (e.g. systems architect, delivery processes, etc) end-to-end including working with our direct-sales team on co-sell activities in a dedicated region
  • Brings added value in their assigned vertical with extensive knowledge of vertical-related processes such as deal procurement, vertical solutions and key terminology
Typical experience

At least 6 years of relevant professional experience: 2-3 roles as a Channel Partner Manager / Senior Channel Partner Manager or Sales Director with partnerships orientation.

Yearly quota

>$4M

Regional Channel Partner Lead

Professional Path

Manages a team of Channel Partner Managers while being primarily responsible for the execution of team’s KPIs and full quota. Leads and manages strategic partnerships, and identifies relevant organizations which are strategically well-positioned in the region to accelerate monday.com’s growth into new markets.

Internal impact and collaboration

Provides direction to her team members. Align with key peers in defining how to support their efforts to achieve ARR and region goals. Work with different teams in the organization to meet her objective and drive the group’s KPIs. Strategic interaction and collaboration with team leads from different units and internal supporting functions to reach company goals.

Behaviors

  • Defines the vision & mission statement to focus the group on a winning track
  • Drives impact through team building – Hiring, planning, setting goals, team development, creating team culture etc
  • Amplify impact by collaborating with heads of units and supporting functions to ensure alignment towards mutual goals
Complexity

Leads a team of CPMs or PDRs, with up to 5 members. The lead is accountable for the performance and results of the team. Works with the Regional Director on defining the team’s strategy and KPIs.

Behaviors

  • Leadis team of ICs-CPMs
  • Works with team members on pipelines, partners yearly plans, personal tasks, marketing activities and partners.
Autonomy

Fully owns the relationships and the P&L of the Channel Partners in the assigned sub-region. Autonomous in planning, obtaining all resources needed to reach the objectives and executing end-to-end in order to develop the team.

Behaviors

  • Able to fill any gaps at the team level to keep the team working effectively
  • Identifies cross company opportunities and ensures alignment with the company’s overall strategy
  • Generates new ideas and opportunities, and drives innovation to enable continuous improvement and sustainable growth
External relationships

Has a well-established network in the CPs (especially with senior executives). Establishes and maintains deep, long-term relationships with key stakeholders in the CPs.

Behaviors

  • Develops and maintains close relationships with the CPs to ensure the partnership is built for success as well as identifies key stakeholders and domains to further expand into additional practices
  • Takes an active part in key deals in the region, assists with strategizing and closing
Knowledge

Masters the VARs and SIs ecosystem with a high understanding of the different GTM strategies in a specific region or vertical, i.e: Public sector, Financial Services, DMRs. Knows who the key stakeholders are in the strategic Channel Partners in their region and how to establish deep long-term relationships with them.

Behaviors

  • Experienced in managing enterprise accounts, $100k deals/accounts (e.g. systems architect, delivery processes, etc) end-to-end including working with our direct-sales team on co-sell activities in a dedicated region

Typical experience

At least 6 years of professional experience.

Behaviors

  • 2-3 roles as a Channel Partner Manager / Senior Channel Partner Manager or Sales Director with partnerships orientation
Yearly quota

>$4M

Regional Channel Partner Director

Professional Path

Manages a large team of Channel Partner Managers and Regional Partner Managers. Owns one of our core regions with full responsibility for the strategy, KPIs and execution of the regional quota. Leads and manages strategic partnerships, and identifies relevant organizations who are strategically well-positioned in the region to accelerate monday.com’s growth into new markets.

Internal impact and collaboration

Provides direction to her team members. Align with key peers in defining how to support their efforts to achieve ARR and region goals. Work with different teams in the organization to meet her objective and drive the group’s KPIs. Strategic interaction and collaboration with heads of units (Director / VP) and supporting functions to reach company goals. Culture influencer, accountable for the culture in her team.

Behaviors

  • Defines the vision & mission statement to focus the group on a winning track
  • Drives impact through team building – Hiring, planning, setting goals, team development, creating team culture etc
  • Amplify impact by collaborating with heads of units and supporting functions to ensure alignment towards mutual goals
Complexity

Has high managerial complexity. The Regional Director is accountable for the performance and results of the entire region. The director defines the team KPIs, the long-term vision and guides regional team leaders to execute. Team size varies between 5-15 ppl.

Behaviors

  • Defines HC plan for the region
  • Leads a multi-functional team of ICs such as CPMs, PDRs, etc
Autonomy

Defines the OKRs and KPIs for the entire region together with the Global Director. Breaks down the OKRs to team/individual KPIs for each team member. Full ownership and accountability of the overall performance and P&L of the region.

Behaviors

  • Works with our vertical CPs/GSIs in the region to develop professional practices with them
  • Sets OKRs that allow the team to be focused on the right priorities while having a clear definition of what success looks like
External relationships

Owns relationships with key executives (CEOs, VPs, Directors) in the CPs and fosters strategic personal relationships with them to help drive strategic investment in the partnership. Assists his Regional Lead and CPMs in closing large and complex deals.

Behaviors

  • Participates in QBRs with key partners in the region
  • Presents in regional events and acts as the monday.com executive in the region
  • Participates in key calls in order to enable strategic deals
Knowledge

Masters the VARs and SIs ecosystem with a high understanding of the different GTM strategies in a specific region or vertical, i.e: Public sector, Financial Services, DMRs. Knows who the key stakeholders are in the strategic Channel Partners in their region and how to establish deep long-term relationships with them. 

Behaviors

  • Experienced in managing enterprise accounts, $100k deals/accounts (e.g. systems architect, delivery processes, etc) end to end including working with our direct-sales team on co-sell activities in a dedicated region
Typical experience

Over 8 years of professional experience.

Behaviors

  • At least 2 roles as a Channel Partnerships Leader/Manager
Yearly quota

>$6M

Head/Global Director of Channel Partnerships

Professional Path

TBD

Internal impact and collaboration

Coming soon!

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Complexity

Coming soon!

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Autonomy

Coming soon!

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External relationships

Coming soon!

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Knowledge

Coming soon!

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Typical experience

Coming soon!

Yearly quota

>$40M