• Exceed quota for referral leads and closed opportunities that Verndale refers to our partners. • Exceed quota for revenue that results from inbound partner leads. • Execute a successful partnership strategy to grow Verndale’s market share. • Be the face of Verndale to our partners, own relationships with relevant partner stakeholders, act as day-to-day contact. • Drive monthly and quarterly results meetings. • Report on results both internally and with partners. • Liaise with Marketing to identify co-branded campaigns w/partners that drive bi-directional lead flow. • Liaise with Verndale & Partner field sales reps to facilitate tactical joint selling activities, increase Verndale mindshare at the field & sales management levels. • Assist in finding new potential partners that align with and/or complement Verndale’s business model. • Develop a deep understanding of Partner product lines and market trends.

• Drive Growth: Execute business plans to grow gross margins • Prospecting: Perform prospecting activities to generate new sales • Strategy: Develop and communicate a clear strategy • Intelligence: Collect and report market information • Supply Chain Management: Create and maintain pickup/delivery schedules • Inventory Balancing: Adjust customer volumes and contracts • Contract Management: Enter farm sales contracts and manage price adjustments • Cross-Functional Support: Update billing team and management on loads • Budgeting: Prepare annual budgets and manage expenses • Credit/AR: Manage accounts receivable risk and ensure timely collections • Compliance: Operate within established company policies

• Define the TAM operating model for large enterprises: coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks. • Hire, mentor, and develop a diverse team of Senior/Principal TAMs; set competency ladders, enablement paths, and a rigorous quality bar for customer deliverables. • Stand up durable operating mechanisms: Customer outcomes tracking and delivery, EBR cadence, risk forecasting, and closed-loop feedback into Product and Engineering. • Partner with Sales, Marketing, and Support leadership on joint account planning, commercial strategy, and proactive risk/expansion plays. • Establish artifacts at scale: onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and assist with ROI/Value realization calculators. • Serve as executive-aligned TAM for a small portfolio (upto 3) of F500 accounts, driving adoption, value realization, and multi-year renewal/expansion plans. • Orchestrate quarterly executive business reviews, success plans, and measurable outcomes mapped to customer initiatives (risk reduction, compliance milestones, detection/response for SaaS and AI). • Lead critical moments: complex escalations, security incidents, and cross-vendor dependencies—mobilizing Support, Engineering and Product to resolution with clear comms and timelines. • Demonstrate command of the platform in live environments: integrations, APIs, data flows, dashboards, and operational runbooks tied to customer workflows.

• Responsible for building and supporting the execution of Smartlinx Strategic Alliance and Partnerships mission • Focus on Professional Services Firms, Software Providers, State and Industry Associations, and Consultants • Collaborate with various Smartlinx department leaders to support and coordinate win-win partnerships