Mission

Build and scale a world-class alliances organization and strategy that enables the Tenfold organization to grow from $5m-$100m in ARR over the next 3 years with >30% of net new ARR being contributed by alliance partners.

Outcome: Penetrate and strike partnerships with the world of systems integrators and Alliance partners in the worlds of Contact Center/Customer Experience, Telecom and CRM.

Outcome Measures

• Build out ICP for SI & vendors and develop prioritized list of target accounts

• Penetration into ICP System Integrators & vendors as defined in Exhibit A by setting meetings, creating partnerships, and building pipeline.

• Leading Indicator: Number of engagements (TBD) at a certain stage of

• At least 25% of FY2019 revenue delivered through the Alliances ecosystem

• Develop a partner engagement Model (Needs to be developed)

• Pipeline generated through SI & Alliance channel

• Fully Loaded CAC within Alliances channel ($$ spend per Customer Acquired)

• Building a scalable playbook and organization to operationalize it at scale (repeatable and measurable partner engagement model)

• Extend defensibility through establishment of key alliance partners

• Work with partner operations for onboarding and enablement

Competencies

• Builder mindset – comfortable building department from scratch, including partner operations for onboarding and enablement

• Existing network of relationships across target SI and Alliance partners

• Familiarity with the technologies. Software-centric beyond just Hardware

• History of success in building Alliances channel for a SaaS company

• History of building channel programs in the US and internationally.

• Strategic thinker - ability to identify, prioritize and execute on opportunities

• Delivering growth through effective management of others

• Willingness to be an individual contributor, but ability to build a team

• Deep understanding of how to build an effective SI and alliance partner playbook

General Values and Capabilities

• Unrelenting pit of stomach pain when working with anyone but top performers. Felt so bad that you will not tolerate mediocre performance.

• Learning mindset. Ability to self-correct and learn from mistakes.

• Strong work ethic

• Desire to develop people

• Unrelenting desire to win and be a part of a winning team

• Focus, patience and persistence - ability to see things through to fruition even across hurdles and setbacks

• Ability to sell people and partners on the vision and mission of Tenfold - get them emotionally and economically invested in the relationship

• Ability to balance immediate execution with future scalability/repeatability

 Competencies that are table stakes

• B2B SaaS experience.

• Insatiable desire to be a part of a winning team.

• Understands process and sees value in automation and efficiency

• Alliance & SI playbook building experience

• Team building experience

• Ability to teach others

• Focus/Prioritization

General values and capabilities that are table stakes

• Strategic thinker

• Strong sense of urgency

• Strong operationally-savvy problem solver

• Bold

• Innovative, out of the box thinker

• High EQ

• Self aware

• Straight shooter

• Entrepreneurial mindset

• Empowers and develops others

• Strong work ethic.

• Willingness to get in the mud.