Pre-Sales Engineering PDP

This page contains the different roles within the Pre-Sales Engineering path. Choose the relevant role 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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Channel Partnerships
Pre-Sales
Enablement
Academic & Ecosystem
Tech Partnerships
Strategic Alliances

Choose the roles

Partners Pre-Sales Engineer
IC Path
Partners Senior Pre-Sales Engineer
Management Path
Partners Pre-Sales Team Leader
Partners Pre-Sales Director

Choose the competencies and experience requirements

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

Partners Pre-Sales Engineer

Professional Path

Responsible for showcasing the monday.com work OS capabilities to prospects and customers via our channel partnerships organization, while evoking confidence and removing technical objections in the sales cycle. Guide and enable our channel partners to conduct pre-sale discovery sessions, explain the value proposition, prepare customized demos, define POC’s success criteria and objectives to bring in significant value.

Internal impact and collaboration

Works closely with Channel Partners Managers, members of other Client Facing Guild teams (Consulting and Pre-sale), and is aligned with our product roadmap.

Behaviors

  • Shaping & improving our demo repository with customized demos coming from sales pre-sales
  • A go-to person for CPMs for complex deals. A trusted professional to be included within the sales cycle
  • Working closely with the product alignment team to bridge product gaps and include future commitments in sales cycles
  • Drives valuable initiatives cross-group
Complexity

Combines deep technical capabilities & strong business understanding to increase the amount of complex enterprise deals via our Channel Partners network.

Behaviors

  • Works with the channel partners to ensure a professional sales cycle, tailor made for customer needs & requirements
  • Pitches  & delivers monday.com’s existing solutions to both partners & customers. This includes CRM, Sales, PMO & Marketing.
  • Builds workflows for at least 6-8 common use cases
  • Shapes & improves our demo repository for customized demos and upcoming POCs, on an ongoing basis
  • Enables 5-6 partners with a pre-sales methodology to significantly improve their success rate (number of won deals)
Autonomy

Full ownership of all pre-sales efforts with deals up to 50K ARR coming from channel partnerships.

Behaviors

  • Delivers all demos & POCs of up to 50K ARR end-to-end. Shapes & Defines the success criteria of POCs with CPM & customer. For deals bigger than 50K, works to loop in relevant SMEs while overseeing the opportunity
  • Looping in PS, product & success teams as required into the sales cycle while sharing the full context. Oversees all components to plan with the CPM the rollout and the most suitable solution for customer needs.
  • Based on partners’ expertise and skill set can define a plan of action to win the deal and overcome challenges
External relationships and impact

Collaborates with channel partners and customers via strong interpersonal and professional added value.

Behaviors

  • Takes an active role with CPs & CPMs in shaping & building complex use cases & workflows
  • Keeps a close relationship with different individuals within CPs, familiar with their role, challenges & professionalism
  • Maintains a strong relationship with the customer post-sale to support expansions.
Knowledge and maturity

Highly familiar with the out-of-the-box offering of the product, including boards, dashboards,  automation recipes, integration recipes & workflows creation.

Behaviors

  • Hands-on experience in setting up 50+ automations and custom automations
  • Hands-on experience with the core integrations of the product (SF, Jira, Gmail, Outlook, MS Teams, Slack) as well as 10-20 other integrations
  • Built 20-30 workflows across 6-8 different lines of business
  • Pitched & delivered a live demo of monday.com solutions to both Partner’s customers. This includes CRM, Sales, PMO & Marketing
Typical experience

2+ years of Pre-Sales Experience with B2B offering. 

Behaviors

  • Supported key deals while working closely with AEs
Yearly quota

50-150K USD on a quarterly basis. The success rate of 10-30% from the funnel to closed-won. Both KPIs should be consistent over 2-3 quarters.

Partners Senior Pre-Sales Engineer

Professional Path

Responsible for presenting the monday.com platform in the best light to prospects and customers within our partnerships & alliances group. In charge of evoking confidence and removing technical challenges in the sales cycle within a specific territory (LATAM, APAC, EMEA). You will guide and enable our different types of partners to conduct pre-sale discovery sessions, explain the value proposition, prepare customized demos, define scenarios and objectives to bring in significant value.

Internal impact and collaboration

Works closely with Channel Partner Managers, Regional Directors, members of the Partners Group, customer-facing guild, product alignment team, product management, and different sub-units within the Partnerships group. Demonstrates the monday.com culture in their day-to-day interactions with other peers and stakeholders in the company.

Behaviors

  • Works aside with territory leaders to plan & shape territory focus & enablement efforts
  • A go-to person for GSIs & Tech Partnerships for complex deals. A trusted professional to be included within the sales cycle
  • A go-to person for specific lines of business in which he has expertise in, contributing to a cross-group
  • Drives valuable initiatives cross-group
Complexity

Masters the combination of deep technical capabilities & strong business understanding to increase the amount of complex enterprise deals within a territory. This includes potential deals coming from CPs, GSIs & Tech Partners.

Behaviors

  • Works with the CPs, GSIs & Tech Partners to ensure a professional sales cycle, tailor-made for the customers’ needs & requirements
  • Participates in combined offerings with GSIs & Tech Partners
  • Built 1-3 valuable solutions with partners to increase revenue & outreach across a territory
  • Owns 2-3 specific use cases/verticals. Familiar with the regulation, the day-to-day, trends, customer requirements and best practices
  • Enables all partners in their region with pre-sale methodologies designed for their maturity. Significantly improves their success rate (number of won deals)
Autonomy

Full ownership of all pre-sales efforts within a territory i.e. APAC, LATAM.

Behaviors

  • Delivers all demos & POCs across all opportunity sizes end-to-end with a high success rate
  • Shapes & Defines the success criteria of POCs with CPM & customer
  • Works to sync back or loop in relevant SMEs while overseeing the opportunity
  • Familiar with PS LOEs & success methodologies within the territory to shorten the sales cycle
  • Increases deal size as part of pre-sale efforts to include more departments and use cases
  • Oversees the entire territory market trends, competition,  feedback & requirements
External relationships and impact

Collaborates with channel partners, GSIs, Tech partners and customers via strong interpersonal and professional added value. Builds a trusted relationship with directors & c-level.

Behaviors

  • Takes an active role with CPs, CPM & GSIs in shaping and building complex use cases & workflows
  • A close relationship with different individuals within CPs, GSIs & Tech. Conducts sales-loss analysis
  • Maintains a strong relationship with customer decision-makers
Knowledge and maturity

Masters the out-of-the-box offering of the product as well as an offering that goes beyond the product itself. This includes monday API, monday apps, current limitations of integrations recipes, common third-party tools used by customers & valuable use cases for them.

Behaviors

  • Worked with multiple partners to plan & build custom development work via the API
  • Worked with multiple partners to plan & build custom development work via the APPS framework
  • Familiar with the differences between the monday APPS framework and the API. Familiar with the pros and cons of each one and can guide partners on recommended approaches
  • Familiar with 2-3 top tools across different lines of business as well as 3-5 common use cases while using them
Typical experience

4-8 years of Pre-Sales Experience with B2B offering, within a partner’s network.

Behaviors

  • Supported key deals while working closely with AEs
  • Experienced with SAAS, solution selling methodology, custom development and customer success
Yearly quota

150-300K USD on a quarterly basis. Success rate higher than 30% from the funnel to closed-won. Both KPIs should be consistent over 2-3 quarters.

Partners Pre-Sales Team Leader

Professional Path

Responsible to manage, maintain and shape the pre-sales practice of our Partnerships & Alliances group globally. A professional authority leading multiple territories to support key deals and complex solutions to achieve hyper-growth and new markets penetration. Builds & maintains a partner certification program for existing & new partners to scale up the presale capabilities worldwide and bring in significant value for our customers.

Internal impact and collaboration

Closely connected with group directors, other monday groups directors (Sales, R&D), VP level, product alignment team & product management. Successfully mentors a team of individual pre-sales engineers. Culture influencers, accountable for the culture in their domain and takes an active role in influencing other domains.

Behaviors

  • Consistently improves the success rate of the team across the funnel
  • Brings in best practices from other companies and implements them within the team
  • Aligns methodologies with other departments, shaping co-sell processes
  • Drives cross-client-facing guild initiatives and processes improvement
Complexity

Mentors multiple team members to master their technical capabilities & business understanding.

Behaviors

  • Improving success rate over time
  • Increasing the average deal size
  • Monitoring pre-sale CSAT & responding to trends with proper enablement of partners
Autonomy

Full ownership of all pre-sales efforts within multiple territories & across multiple team members.

Behaviors

  • Autonomous for constantly improving the team deliverables & financial results
  • Decide on the creation of a new solution
  • Implements new pre-sale methodologies to improve CSAT
  • Constantly improving the skill set of the team members to achieve success
External relationships and impact

Closely connected with channel partners, GSIs, Tech partners, and customers via strong interpersonal and professional added value. Builds a trusted relationship with directors & c-level.

Behaviors

  • Takes an active role with CPs, CPMs & GSIs in shaping and building complex use cases & workflows
  • A close relationship with different individuals within CPs, GSIs & Tech
  • Conducts sales-loss analysis
  • Maintains a strong relationship with customer decision-makers
Knowledge and maturity

Masters the out-of-the-box offering of the product as well as an offering that goes beyond the product itself. This includes monday API, monday apps, current limitations of integrations recipes, common third-party tools used by customers & valuable use cases for them. Masters the monday upcoming roadmap & deal commitment. Provides high-quality technical response for tenders & RFPs.

Behaviors

  •  Delivers his knowledge to members of his team in the group, partners & customers
  • Familiar with product management roadmap for upcoming 2 quarters. Won multiple deals by leveraging the upcoming releases
  • Won multiple sales cycles by leveraging the weaknesses of our competitors
  • Uses his knowledge to submit high-quality responses for tenders and RFPs, to present monday.com in the best light compared to the competition
  • Proven experience in bringing in enterprise deals via RFPs & tenders
Typical experience

6-10 years of Pre-Sales Experience with B2B offering, within a Partner’s network.

Behaviors

  • Experienced with SAAS, solution selling methodology, professional services and customer success
  • 3-6 years of proven experience in managing teams as well as matrix management (product, R&D, PS)
Yearly quota

300-500K USD on a quarterly basis. Success rate higher than 30% from the funnel to closed-won. Both KPIs should be consistent over 2-3 quarters.

Partners Pre-Sales Director

Professional Path

Responsible for building, leading and managing the pre-sales practice within the Partnerships group. Manages the global pre-sale efforts across the entire Partnerships & Alliances Group and its subunits. This includes mastering the latest & greatest discovery & mapping methodologies, conducting customized demos and POCs, solution packaging, knowledge delivery & custom development to fulfill our customer’s needs in the most professional way. The Pre-Sales Director will build & design the presale team of our business partners worldwide, to ensure they are well equipped to support our business goals & objectives for enterprise deals in a professional way.

Internal impact and collaboration

Closely connected with group directors, other groups directors (Sales, Marketing, R&D), VP level, product alignment team, & product management. Successfully mentors managers owning a territory or small team of pre-sales engineers. Culture influencer, accountable for the culture in their domain and takes an active role in influencing other domains.

Behaviors

  • Provide specific feedback and influence product roadmap & product strategy
  • Able to shape the release and the design of new planned features
  • Able to collaborate with top-down cross companies to push mega-enterprise deals
  • Drives cross-company initiatives
Complexity

Build practices with the partners, own and responsible for partners delivery in highest standards with a high level of Pre-Sale competency. Mentors multiple managers & territory owners to master their teams’ technical capabilities & business understanding.

Behaviors

  • Increase Average deal size QoQ
  • Reducing the amount of time required to prepare for POCs
  • Reducing the sales cycle duration based on previous experience
  • CSAT for sales experience of 85% and above
  • Maintains a high conversion rate for key deals of the partnerships group
  • Increase average deal size QoQ
Autonomy

Full ownership of all pre-sales efforts globally within the partnership groups. Shapes and defines the vision, methodology and KPIs and OKRs to achieve the financial results and CSAT.

Behaviors

  • Helps in recruiting suitable partners to grow pre-sales and achieve improvement in financial results
  • Updates the KPIs & OKRs to align with strategic initiatives cross-company and cross-group
  • Benchmarks the competition within all territories and responds accordingly
  • Prepare actionable insights based on pre-sale lessons gathered worldwide from Partnerships & Sales
External relationships and impact

Closely connected with channel partners, GSIs, Tech partners and customers via strong interpersonal and professional added value. Builds a trusted relationship with directors & c-level.

Behaviors

  • Takes an active role with CPs, CPMs & GSIs in shaping and building complex use cases & workflows
  • A close relationship with different individuals within CPs, GSIs & Tech
  • Conducts sales-loss analysis
  • Maintains a strong relationship with customer decision-makers
Knowledge and maturity

Masters the out-of-the-box offering of the product as well as an offering that goes beyond the product itself. Masters the monday upcoming roadmap & deal commitment as well as marketing upcoming plans. Provides high-quality technical response for tenders & RFPs. Masters the monday.com competitors across different workspaces.

Behaviors

  • Supported multiple enterprise deals with custom development
  • Won multiple head-to-head sales cycles with our direct competition
  • Provides valuable feedback to product management & marketing. Successfully influences upcoming plans & messaging
  • Stays up-to-date with our competitors’ messaging & offering
  • A contributor for monday.com battle cards, while equipping our partners with valuable information
Typical experience

10+ years of Pre-Sales Experience with B2B offering, within a Partner’s network.

  • Experienced with SAAS, solution selling methodology, professional services and customer success
  • 6-10 years of proven experience in managing teams as well as matrix-management (product, R&D, PS)
  • Built a presale practice from scratch bottom-up
Yearly quota

500K+ USD on a quarterly basis. Success rate higher than 30% from the funnel to closed-won. Both KPIs should be consistent over 2-3 quarters.