Tech Partnerships PDP

This page contains the different roles within the Tech 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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Channel Partnerships
Pre-Sales
Enablement
Academic & Ecosystem
Tech Partnerships
Strategic Alliances

Choose the roles

Tech Partnerships Expert
Tech Partnerships Manager
Senior Tech Partnerships Manager
IC Path
Tech Partnerships Lead
Management Path
Domain Team Lead
Director of Tech Partnerships

Choose the competencies and experience requirements

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

Tech Partnerships Expert

Professional Path

Own and manage partners onboarding. Support partners throughout the app building process, from the Partnership Request through adding the app to the marketplace. Lead mainly inbound partnerships conversations based on a tailored approach. Communicate with the app developers and work with them in order to get their app to the finish line.

Internal impact and collaboration

Demonstrates the monday.com culture in their day-to-day interactions with other peers and stakeholders in the company.

Behaviors

  • Takes action in light of KPIs and makes sure progress is made
  • Analyzes their activities and comes up with ways to optimize them and share with the team
  • Works closely with other team members, product, Builders, and marketing, and with the goal of completing tasks and gaining knowledge
  • Helps other peers in the company when needed
Complexity

Leads the apps review process with partners. Focuses mainly on inbound partners’ requests. Supports partners’ onboarding and success. Conducts analysis of the impact of Tier 3 partnerships. Supported by-product, builders, and other team members.

Behaviors

  • For inbound requests – determine partner’s tier based on predefined criteria
  • Follows a structured partner offering, consults, and persuades partners to build apps and solutions
Autonomy

Owns their tasks and focuses on meeting well-defined KPIs. Focuses on the most relevant activities based on their KPIs. Has full ownership of their partnerships and leads partners to build impactful apps\solutions.

Behaviors

  • Has the ability to solve technical and business challenges, with some support of their peers and management 
  • Sets their own KPIs and OKRs with the close guidance of their manager
  • Proactively seeks guidance and assistance from their manager and other peers in order to grow professionally and meet their KPIs
  • Raises flags on time when execution doesn’t meet the plan and offers alternative solutions
External relationships and impact

Follows a structured partnership engagement with the goal of adding meaningful apps and solutions to the marketplace and evangelizes direct solution monetization using referral programs.

Behaviors

  • Leads partner onboarding calls 
  • Onboards partners based on a predefined structure plan
  • Leads Tier 3 partners in their app design and assists in defining MVPs
  • Offers GTM based on a well-defined partner framing
Knowledge and maturity

Has a deep understanding of the product. Knows how to accept and provide feedback with the goal of self-improving and meeting KPIs.

Behaviors

  • Defines a meaningful MVP with each partner, with the support of other team members while following the group’s best practices
  • Has strong communication skills
  • Has a positive approach to challenges
  • Welcomes feedback and adjusts accordingly
Typical experience

Minimum 2-3 years as a product manager/software solutions engineer/business development based on tech integrations and joint GTM.

Experience

  • Ability to define a use case and build it with a partner on monday, to support customers\users needs.

Tech Partnerships Manager

Professional Path

Reach out to new specific target partners. Leverage product and business skills to support a full partnership cycle: reaching out, evangelizing, onboarding, and supporting app building, creating joint offerings, and impacting analysis with Tier 1-3 partners. Harness the support of the product managers, builders, and other relevant team members.  Meet joint KPIs with the partners.

Internal impact and collaboration

Positioned as the partnership owner by peers and stakeholders. Leads partnerships and constantly exploring ways to improve our effectiveness.
Works closely and creates alignment with members of other teams, such as product, builders, and marketing with the goal of meeting the team’s and company’s KPIs.

Behaviors

  • Leads partnerships while constantly exploring ways to improve our effectiveness
  • Provides assistance to other team members upon request
  • Plans and leads events such as team events, training days, etc
  • Handles crisis well, proactively encourages others to create a positive and engaging atmosphere
  • Knows to identify challenges other peers experience, and assists them in bridging the gap
  • Celebrates others’ success – happy to see others succeed inside their own core responsibility 
  • Leads joint partner and monday retros on partnerships activities
  • Coordinates work activities with other stakeholders in the company
Complexity

Reaches out to new specific target partners. Performs a full partnership cycle: Reachout, evangelizing, onboarding, and supporting app building. Creates joint offerings and analysis of the impacts of Tier 1-3 partnerships. Leveraging, builders and relevant team members as necessary.

Behaviors

  • Leads partnerships both on the product level and a joint GTM (with the support of the product and marketing teams)
  • Researches potential partners and maps key decision-makers
  • Consults partners on what integrations\joint solutions should be built with the assistance of the product managers or other team members 
Autonomy

Focuses on meeting OKRs and KPIs while forming and executing an action plan based on them. Leads partnerships while harnessing product manager, builders, and marketing as required. 

Behaviors

  • Sets own OKRs and KPIs based on the team’s strategy 
  • Develops strong ongoing relationships with partners and offers new ways to grow Tier 1 and 2 partnerships
  • Prioritizes partners outreach with the support of their manager
  • Capable of supporting partners on technical \product level
External relationships and impact

Designs new partnerships, leads impactful engagements. 

Behaviors

  • Creates a systematic, process-driven approach to partner outreach and manage the relationships for partners you manage
  • Maps and engage with partners’ key decision-makers
  • Engages partners in a prebuilt offering and follow a structure outbound offering
  • Recognizes partner motivation for partnership and key KPI and utilize a successful long-lasting partnership with the assistance of senior team members
  • Leads the partnership roadmap for next versions and provide feedback to monday.com product and R&D
  • Leverages Execs to assist you in defining and getting partnership goals
  • Reach out targets
  • Develops long-lasting and impactful relationships
Knowledge and maturity

Has a deep understanding of the product and the Apps framework, as well as a high level of API proficiency. Knows how to accept and provide feedback and focuses on execution.

Behaviors

  • Defines MVP with each partner with some guidance from other team members, product managers or builders 
  • Has strong communication skills
  • Can easily pivot and find creative solutions to ensure the desired outcome of each activity and maximize impact on their own partnerships
  • Highly aligned with the company’s culture and practices in the day-to-day
Typical experience

Minimum 3-5 years of product management/business development experience.

Experience

  • Ability to develop and define complicated use cases, and a global GTM strategy that will incorporate both no-touch and touch funnels to meet the team’s growth KPIs
  • Has successfully and consistently owned a minimum of 10 long-lasting partnerships while meeting all KPIs

Senior Tech Partnerships Manager

Professional Path

Drive end-to-end impactful partnerships. Leverage their product and business skills to support partners from initial scoping and planning through evaluating and onboarding their apps, and ensuring their success. Design new partnership flows, lead meaningful engagements with strategic partners, develop mutual KPIs and executive relationships between both companies.

Internal impact and collaboration

A key team member who helps others identifies trends and initiates improvements. Has a positive Halo effect on the activities they lead. Paves the way to future partnerships and engagement models. Culture influencer, accountable for the culture in their domain and takes an active role in influencing other domains.

Behaviors

  • Proactively supports peers’ success
  • Fully leads team initiatives with cross-company internal teams with end-to-end ownership of the initiatives
  • Works closely with peers from other teams such as product, builders, and marketing, while creating an alignment around the team KPIs and meeting all targets
  • Asks questions such as “why are we doing this” and “how this will affect our users”
  • Shares their knowledge with the team
  • Leads retro sessions and implements the recommendations made for different activities
Complexity

Performs a full cycle of partnerships: Reachout, evangelizing,  onboarding and support app building, joint GTM planning, and impact analysis with all partner tiers.

Behaviors

  • Leads partnerships both from a product level and a joint GTM (leading the engagement of monday’s product and marketing teams)
  • Defines focus area for partners reach out and prioritizes the partners 
  • Explores and executes new ways to grow with strategic partners
  • Actively assists the partners in designing their apps
Autonomy

Fully autonomous in day-to-day tasks. Leads partnerships while harnessing product managers, builders, and marketing as required – setting the domain OKRs and  KPIs, prioritizing, ensuring high-quality execution, and delivering mutual success for monday and the partners.

Behaviors

  • Takes part in defining team’s OKRs and KPIs
  • Defines goals for each partnership, joint GTM, and KPIs
  • Prioritizes partner outreach to meet team’s KPIs
External relationships and impact

Designs new partnerships flows, leads meaningful engagements with strategic partners, develops mutual KPIs for monday.com and the partners, and manages the relationships between both companies.

Behaviors

  • Recognizes partner’s motivation for such partnership and the key KPIs, and utilizes it to build a successful long lasting partnership
  • Leads monday’s agenda with the partner and comes up with a winning strategy
  • Creates a systematic, process-driven approach for the partner outreach process and relationship management 
  • Explores revenue generating opportunities with partners and execute on them
  • Engages partners in a tailored fashion and develops a structured  outbound offering that can be repeatable by other team members
  • Facilitates a professional meetup for industry leaders
  • Defines success metrics for each partnership 
  • Develops long lasting and impactful relationships with their partners
Knowledge and maturity

Has a deep understanding of the product and the Apps framework, as well as a high level of API proficiency. Knows how to accept and provide feedback and focuses on execution. Makes a positive impact on the team’s morale and overall execution.

Behaviors

  • Masters the craft of defining a meaningful MVP with a partner
  • A storyteller with strong communication skills
  • Can easily pivot and find creative solutions to meet the domain’s KPIs
  • Handles uncertainty well, and comes up with a successful strategy to overcome it
  • Has the ability to support others in crisis times and raise the team’s energy in a positive way
Typical experience

Minimum 5-6 years of product management/business development experience.

Experience

  • Led successful long-lasting partnerships from inception to launch while meeting KPIs, and demonstrated value to both the partners and monday’s users.
  • Has successfully and consistently owned a minimum of 15 long-lasting partnerships while meeting all KPIs

Tech Partnerships Lead

Professional Path

Evangelize monday.com as the leading tech partner in the SaaS segment targeting  ISVs and as a platform for new ventures. You will be able to negotiate complicated partnership contracts from the business and product perspectives. Represent monday.com in industry events and drive end-to-end relationships with our partners, from recruitment, through onboarding and ongoing relationships. Leverage product and business skills to support partners from initial scoping and planning through evaluating and onboarding their apps and ensuring their success. Design new partnerships flows, lead meaningful engagements with strategic partners developing mutual KPIs and lead exec relationships between both companies.

Internal impact and collaboration

Acts as the “go-to person” in the tech partnership domain. Coordinates and supervises the activities of peers experts from these groups. Motivating and actively working \leading for the team success while supporting the team management.

Behaviors

  • Able to consistently make sure tasks are prioritized and that deadlines and KPIs are met. Assists team members to achieve their goals
  • Fosters personal relationships with peers in the company and with partners
  • Leads retro sessions and implements recommendations on domain’s activities and strategy
  • Holds the team’s most complex partnerships\activities and mentors others on a daily basis
Complexity

Creates and executes detailed plans for partnerships. Maps all partnership opportunities and decision-making processes. Sets priorities and leads to ensure task completion. Negotiates mutual contracts.

Behaviors

  • Leads CXO level engagements between monday.com and partner executives
Autonomy

Handles challenges well, both technical and business-related. Being the partner ambassador when working with theProduct and R&D teams. Being the focal point for all activities related to the partnerships. Sets KPIs and consistently meets them. Requires high-level support from their manager.

Behaviors

  • Defines a partnership long and short term goals, as well as joint GTM and KPIs
External relationships and impact

Evangelizes monday.com as the leading tech partner in the SaaS segment both for other ISV players and new ventures. Can negotiate complicated partnership contracts.

Behaviors

  • Explores revenue-generating opportunities with partners and executes on them
Knowledge and maturity

Masters both technical and business aspects of building successful partnerships.

Behaviors

  • Self-sufficient in defining a meaningful MVP with a partner
Typical experience

Minimum 5-6 years as a product manager/software solutions engineer/business development based on tech integrations and joint GTM.

Domain Team Lead

Professional Path

Manages a team of Tech Partners Managers and helps their team reach their goals, achieve business success and grow professionally. Manages the day-to-day activities of the team while still maintaining the management of some strategic partnerships. Create a high-level GTM plan for the team.

Internal impact and collaboration

Provides feedback and guidance to top management on partner strategy business efforts and the way they can support the company’s growth and objectives while considering other domain requirements and needs.

Behaviors

  • Leads annual planning for the domain
  • Creates a systematic, process-driven approach for partner outreach and relationship management for the domain
  • Supports the team in selecting focus areas for partnerships to meet the team’s OKRs and KPIs
  • Leads the partnership  prioritisations process
  • Defines domain’s focus for partner reach out and tailored value proposition
  • Consistently makes sure the domain’s tasks are prioritized and that deadlines and KPIs are met
  • Supports team members working with internal stakeholders when required
Complexity

Leads a team of tech partner managers. Cultivates team spirit and teamwork. Takes a key part in the strategic planning and defining the KPIs for the domain.

Behaviors

  • Manage, build and motivate the team to success
  • Support every member of the team to be at their best
Autonomy

Autonomous In defining strategy while aligning with group strategy and stakeholders.

Behaviors

  • Takes key role in defining the domain’s OKRs and KPIs
  • Sets the work-frame for the domain
External relationships and impact

Evangelizes monday.com as the leading tech partner in the SaaS segment both for other ISV players and new ventures. Communicates day-to-day messages in a clear way, within their close circle, and has communications with other peers.

Behaviors

  • Explores revenue and growth generating opportunities with partners in the domain
Knowledge and maturity

Masters the tech partnership and business development ecosystem, and the different GTM strategies. Can lead team members in a vague environment.

Behaviors

  • Can pivot and find creative solutions to ensure the desired outcome, and maximizes impact on the team’s activities
Typical experience

Minimum 5-6 years as a Product Manager/Software solutions engineer/Business development based on tech integrations and joint GTM. 2-3 years as a Team Manager.

Director of Tech Partnerships

Professional Path

Leading the partnership team agenda and goals. Own all the tech partner’s team activities with the primary responsibility for the execution of the team’s OKRs and KPIs. Lead relationships and strategic initiatives with Strategic Tech partners executives. Innovate by exploring and identifying relevant new opportunities for monday.com’s growth both with new and existing partners.

Internal impact and collaboration

Has strategic interactions and collaboration with other group leads (Director / VP / SVP level). Helps peers reach their and company’s goals. Culture influencer, accountable for the culture in their domain and takes an active role in influencing other domains. Leading cross-company initiatives by aligning managers and teams from different business units on the same goals (Builders, Customer success, sales). Focusing on the goal of supporting monday growth and developing a thriving partner ecosystem.

Behaviors

  • Owner on the team KPIs
  • Drives impact through team building – Hiring, planning, setting goals, creating team culture, etc
  • Amplifies impact by collaborating with the head of units and supporting functions to ensure alignment towards mutual goals
  • Mentoring managers and team members to meet their potential and drive impact
Complexity

Develops the overall domain strategy with the team, constructs the frameworks, and builds relevant playbooks for each phase in the process.

Behaviors

  • Sees the “bigger picture” of how to connect monday.com’s strategy with our tech partners 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. Has full ownership and accountability for the overall performance and P&L of the team.

Behaviors

  • Identifies cross-company opportunities and ensures alignment with the company’s overall strategy
  • Generates new ideas, opportunities, and innovations to drive continuous improvement and sustainable growth
External relationships and impact

Owns executive relationships with key stakeholders for partners and fosters strategic personal relations with them.

Behaviors

  • Develops and expands revenues and growth generating partnership structures with partners’ executives
Knowledge and maturity

Masters the tech partnership and business development ecosystem and the different GTM strategies. Has leadership and management knowledge along with motivational skills.

Behaviors

  • Has the right knowledge and ability to be very effective and deliver high-quality results.
Typical experience

Minimum 7-8 years as a Product Manager/Software solutions engineer/Business development based on tech integrations and joint GTM. 3-5 years as a Team Manager.