Strategic Alliances Manager
Strategic Alliances PDP
This page contains the different roles within the Partnerships Strategic Alliances 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!).
Choose the roles
IC Path
Strategic Alliances Regional Director
Management Path
Director of Global Strategic Alliances
Choose the competencies and experience requirements
All
Internal impact and collaboration
Complexity
Autonomy
External relationships and impact
Knowledge and maturity
Typical experience
Strategic Alliances Manager
Professional Path
Generates new opportunities (deals & PS) with our GSIs partners by executing the GTM plans while continuously developing the skills and capabilities of the monday.com Centers of Excellence (CoEs)
Internal impact and collaboration
Establishes substantial relationships across the company, specifically with key peers in the Partners Group and in the company (Consulting, Marketing, Legal, Product, R&D) to influence the decision-making processes in order to reach our team OKRs. Demonstrates the monday.com culture in their day-to-day interactions with other peers and stakeholders in the company.
Behaviors
- Works closely with our PS team to facilitate an ongoing pipeline of PS opportunities for our trained & certified GSIs
- Collaborates with the Consulting team and CPMs to create expansion opportunities with the GSIs
- Collaborates with the Product & R&D teams to support substantial deals as well as different initiatives (e.g. Reseller Framework)
Complexity
Generates new opportunities (deals & PS) with our GSIs partners by executing the predetermined GTM plans while continuously developing the skills and capabilities of the monday.com Centers of Excellence (CoE) with each partner.
Behaviors
- Generates new opportunities (deals & PS) with the GSIs through a variety of initiatives and activities
- Supports closing key large deals to achieve our ARR targets
- Creates impactful marketing collaterals (LPs, success stories, brochures, etc)
- Initiates marketing activities to support our GTM plans (brown-bag sessions, client webinars, etc)
Autonomy
Full ownership of the relationships with the CoE, and of the ARR of all the GSIs in the region. Has autonomy in planning, obtaining all resources needed to reach the objectives and execute end-to-end, with some guidance.
Behaviors
- Works closely with our GSI partners to help them develop their monday.com CoEs. Advise them on the preferred CoE structure based on their GTM strategy & objectives
- Guides and supports our GSIs in developing apps and packaged solutions for their clients and the broader monday.com client base
External relationships and impact
Establishes and maintains deep, long-term relationships with key stakeholders in the GSIs CoE.
Behaviors
- Develops and maintains close relationships with the monday.com CoE to ensure they are monday certified and equipped with all the knowledge & resources to be successful in their positions
Knowledge and maturity
Knows the GSIs ecosystem and the different GTM strategies. Has the ability to demonstrate advanced/complex scenarios in the platform, discuss basic technical functionalities (e.g. apps framework, API, etc), and design new solutions that can be developed with our partners. Experienced in executing advanced sales methodologies.
Knowledge
- Deep understanding of how to win complex enterprise deals (e.g. deep discovery process, solutions design, and demonstration, etc)
- Good understanding of how GSIs are structured and how they operate
- Familiar with different structures and models of CoEs the GSIs have
Typical experience
3+ years experience in sales/channel sales/business development roles
Strategic Alliances Regional Director
Professional Path
Develops and scales our strategic alliances with the GSIs in the region by positioning monday.com as the Enterprise Work OS and integrating into their existing practices to drive significant revenues through large enterprise deals
Internal impact and collaboration
Develops SME in certain domains which impacts other colleagues and their performance. Establishes substantial relationships across the company, specifically with key peers in the Partners Group and in the company (Consulting, Marketing, Legal, Product, R&D) to influence the decision-making process in order to reach certain objectives. Demonstrates the monday.com culture in their day-to-day interactions with other peers and stakeholders in the company.
Behaviors
- Works closely with our heads of units in the region and supporting functions to ensure alignment towards mutual goals
- Collaborates with the client-facing teams to evangelize the GSIs agenda and the mutual objectives we can achieve together
- Collaborates with the Product & R&D teams to support substantial deals as well as different initiatives (e.g. Reseller Framework)
Complexity
Maps the GSIs we want to partner within the region, the business functions within them, and the key stakeholders. Negotiates the business models and commercial terms. Develops specific GTM plans with each partner and executes them end-to-end in high-quality and a consistent manner.
Behaviors
- Identifies the right executives we want to develop partnerships with
- Leads complex contract negotiation and execution while handling objections
- Sets clear and mutual objectives with each GSI partner (JBP)
- Executes the JBP to meet our goals and ARR targets
- Manage our pipeline priority and level of involvement to achieve our ARR targets
- Continuously expands the partnerships with more domains/practices
Autonomy
Full ownership of the relationships with the GSIs and the P&L in the region. Fully autonomous in the planning, obtaining all resources needed to reach the objectives, and executing end-to-end.
Behaviors
- Works with our preferred GSIs in the region to drive strategic alliances with them
- Advises and discusses the preferred GTM strategy & objectives with the GSIs
External relationships and impact
Has a well-established network in the GSIs (especially with senior executives) and perceived as an SME in certain communities/industries. Establishes and maintains deep, long-term relationships with key stakeholders in the GSIs.
Behaviors
- Develops and maintains close relationships with the GSIs to ensure the partnership is built for success as well as identifies key stakeholders and domains to further expand into additional practices
Knowledge and maturity
Masters the GSIs ecosystem and the different GTM strategies. Performs high-level QBRs with our GSI partners that provide clear visibility about the current state of things as well as further push the partnership forward.
Behaviors
- Deep understanding on how to manage complex enterprise deals (e.g. systems architect, delivery processes, etc)
- Deep understanding of the different models we can collaborate with the GSIs (e.g. consult & deliver, resell, managed service)
- Deep understanding of how GSIs are structured and how they operate
Typical experience
 5+ years experience in channel sales or channel management roles focused on Global Strategic Partners (Tier 1 GSIs).
Director of Global Strategic Alliances
Professional Path
Establishes global strategic alliances with the GSIs and create marketing synergies to support the company’s strategy to penetrate into the enterprise space. Develops the overall strategy with the GSIs, constructs different frameworks and defines the team’s OKRs to ensure it is built for success.
Internal impact and collaboration
Strategic interaction and collaboration with heads of units (Director / VP / SVP level) and supporting functions to reach company goals. Culture influencer, accountable for the culture in their domain and takes an active role in influencing other domains.
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
Develops the overall strategy with the GSIs, constructs the frameworks, and builds relevant playbooks for each phase in the process.
Behaviors
- See the “bigger picture” to connect monday.com’s strategy with our GSIs strategy (and the other way around)
- Plans the team’s structure and strategy to support our objectives and targets
Autonomy
Defines the OKRs for the team as well as for each team member. Full ownership and accountability of the overall performance and P&L of the team.
Behaviors
- Sets OKRs that allow the team to be focused on the right priorities while having a clear definition of what success looks like
- Able to fill any gaps in 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 and impact
Owns relationships with key executives in the GSIs and fosters strategic personal relationships with them.
Behaviors
- Develops and maintains relationships with key stakeholders in the GSIs to position the partnership as a successful global strategic alliance
Knowledge and maturity
Masters the GSIs ecosystem and the different GTM strategies. Knows who the key stakeholders are in the various GSIs and establishes deep long-term relationships with them. Has leadership and management knowledge as well as motivational skills.
Behaviors
- Deep understanding of how to manage complex enterprise deals (e.g. pricing models, delivery processes, etc)
- Deep understanding of how GSIs are structured and how they operate
- Go-to person for every aspect of the business and be able to provide guidance and insights
Typical experience
5+ years experience in channel sales or channel management roles focused on Global Strategic Partners (Tier 1 GSIs) and team management