# Structure and responsibilities

:::{note}
This is still a work in progress!
:::

## Responsibilities

Ensure that 2i2c has partnerships that allows it to sustain and scale its impact.

## Structure

Currently the Partnerships team at 2i2c is made up of one {role}`Partnerships Lead`, who collaborates closely with the {role}`Community Guidance Lead` in planning and coordination.

## Roles

```{role} Partnerships Lead
```

### Partnerships Lead

Ensures that 2i2c has effective relationships (sales, contracts, invoicing, service delivery) and the resources required to achieve its mission {role}`Partnerships Lead`.

#### Responsibilities and Expectations

- **Oversee sustainability strategy**.
  - Collect feedback from major stakeholders and define major plans around sustainability at 2i2c
  - Define overall goals to guide sustainability efforts at 2i2c
  - Forecast revenue to inform overall strategy
- **Represent this strategy internally and externally**
  - Amplify [Voice of Partner](https://www.zs.com/insights/high-techs-new-challenge-hearing-voices-of-channel-partners) for 2i2c stakeholders in internal discussions (e.g. with 2i2c's engineering and support teams).
  - Collaborate with Product and Community Lead to represent Sustainability strategy in product/service decisions.
  - Communicate 2i2c's sustainability strategy and model to external stakeholders
- **Design and develop new revenue mechanisms**
  - Establish and sustain revenue-generating relationships with partner organizations
  - Establish ongoing relationships with cloud vendors or resellers
  - Collaborate with product and engineering teams.
- **Manage our sales pipeline**
  - Balance our revenue, costs, and ability to deliver.
  - Oversee processes and systems that balance leads, sales, etc. For example:
    - $$
      \mbox{costs} \leq \mbox{amount sold}  \leq \mbox{delivery capacity}
      $$
    - Leads $\rightarrow$ opportunities $\rightarrow$ sales $\rightarrow$ service
  - Collaborate with Product and Community Lead around onboarding new communities.
  - Liase with CS&S around invoicing pipeline.
  - Oversee 2i2c's actions as it pertains to invoicing.
- **Formalize our contractual relationships**. For example:
  - Service Level Agreement
  - Support Expectations
  - Terms of Service
  - Privacy Policy
  - Right to Replicate
  - Information security breach response plan
  - HECVAT
  - Accessibility
  - Liase with CS&S around defining partnerships
  - Done in partnership with CSS and our partner organizations
- **Identify, develop, and pursue funding opportunities**. For example:
  - Partnerships that grow our capacity
  - Grants for the organization or for deliverables
  - Philanthropy and giving

#### Performance Measures

The following are a combination of quantitative and qualitative measures that can be used to gauge the performance of this role.

- **Sales and invoicing efficiency**
  - Sales Cycle Length (first touch to close)
  - Invoicing turnaround
- **Overall service sustainability**
  - Recurring Revenue
  - Number of unique partnerships / contracts
- **New business**
  - New contracts
  - New partners / communities
- **Growing pre-existing business**
  - [Customer Churn](https://www.salesforce.com/resources/articles/how-calculate-customer-churn-and-revenue-churn/)
  - New revenue from pre-existing partners
- **Success with grants**
  - New grants applied for
  - Grant success rate
    - Total grant funding
- **Robustness of partnerships**
  - partner's satisfaction with service from 2i2c
  - partner's achievement of their goals
  - alignment among partners + engineering + support
  - _Much of this is qualitative in nature, and will be carried out in partnership with the Product and Community Lead._

#### Salary rationale

The most similar positions in the GuideStar report for this role are:

- Top Programs Position
- Top Development Position

However, there is relatively little data for this position at the budget size of 2i2c.
If we look one budget-level higher in the GuideStar report, it appears that the Development Position and the Programs Position are comparable in salary.
For that reason, we'll use the `Top Programs Position` as the reference position for the base salary of this title.

#### Appendix: Similar titles

Comparable titles:

- Sustainability Lead
- Business Affairs Director
- Business Development Director
- Business Manager
- Sales Director

## Membership

See [list of team members](../reference/team.md).