Description
The Senior Distribution Partner Manager will architect, launch, and run monday.com's new indirect GTM (Go-to-Market) engine in APAC, with a primary focus on India and Southeast Asia. This role owns the full lifecycle of Distribution strategy, recruitment, enablement, and performance to drive new ARR and expand market reach. The role is based in Singapore, requiring day-to-day engagement with Distributors + their downstream Tier 2 partners.
About The Role
Key Responsibilities
- Define & Execute GTM Strategy: Define and execute the inaugural Distribution GTM for India and SEA (including target profiles, territory design, incentive structures, and MDF/co-marketing) aligned with monday.com's broader partner programs.
- Recruit & Onboard: Recruit, negotiate, and onboard foundational Distributors in India and SEA, guiding them from contract signature to first successful transactions and into a repeatable, scalable sales motion.
- Drive Partner Performance: Lead daily engagement with partners: pipeline and forecast reviews, deal support, co-selling, and advanced product/sales enablement for both the Distributor and their Tier 2 reseller network.
- Build Scalable Programs: Develop and industrialize scalable enablement and GTM assets (e.g., playbooks, pitch decks, pricing models, and optimized deal registration processes) tailored specifically for Distribution channels.
- Revenue Ownership & Operations: Own Distributor sourced/influenced pipeline and ARR targets for India and SEA. Implement a rigorous operating rhythm (QBRs, monthly reviews) and collaborate with regional Sales, Marketing, and RevOps on channel governance and reporting.
- Some distributors may also have a Direct Market Reseller business, this role also includes managing these DMR businesses of these distributors
Requirements
- Experience: 7+ years in Distribution or Partner leadership roles within B2B SaaS or enterprise software, with direct, hands-on experience managing Distributors and their Tier 2 reseller network across India and/or SEA.
- Track Record: Proven success launching or significantly scaling Distribution programs from the ground up, consistently meeting or exceeding revenue targets through indirect channels in India and/or SEA.
- Builder/Operator Mindset: A strong builder, operator, and relationship managerequally adept at driving field execution with partners and internally defining strategy, processes, and reporting infrastructure.
- Location & Scope: Singapore-based, with substantial experience working across India and SEA and a clear willingness to travel regularly across the region.
- Experience working and scaling DMRs is a plus
