Build and execute a West Coast territory plan focused on recruiting, enabling, and activating partners that can produce consistent lead flow
Identify and onboard new partner relationships (agents, sub-agents, TSD partners) aligned to XTIUM’s ideal customer profile (ICP) and solution priorities
Own partner relationship cadence including QBRs, enablement sessions, joint account mapping, and pipeline reviews
Create partner-specific “plays” that drive repeatable outcomes (e.g., DaaS, managed helpdesk, managed security, managed network)
Drive partner-sourced leads and ensure each lead meets a defined quality bar (right customer profile, clear business pain, validated stakeholders, next step)
Run early-stage discovery with partners and prospects to confirm solution fit before handoff when appropriate
Coordinate a disciplined handoff to Field Sales, ensuring complete notes, clear next steps, and partner expectations aligned
Maintain engagement with the partner throughout the sales cycle to “grease the skids,” remove blockers, and keep momentum toward close
Maintain accurate partner records, partner plans, activity logging, and lead/opportunity visibility in Salesforce (or designated CRM tools)
Report weekly activity and KPI performance including partner touches, enablement sessions, leads generated, and conversion rates
Provide structured updates on partner health, pipeline, risk, and next actions

Requirements

5+ years of channel sales / partner management experience (TSD / Agent Channel preferred; MSP and/or cloud services a plus)
Demonstrated track record of building partner relationships that generate measurable pipeline and revenue
Strong business acumen: able to run discovery, qualify opportunities, and align solutions to business outcomes
High proficiency with Salesforce CRM (or similar), including activity tracking, opportunity hygiene, and reporting
Excellent communication, executive presence, and relationship-building skills
Self-directed operator with strong territory planning, prioritization, and follow-through
Ability to travel regionally (typical 25–40% depending on partner density/events)

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

channel salespartner managementdiscoveryqualifying opportunitiesterritory planningpipeline managementrevenue generationactivity trackingreporting

Soft Skills

communicationexecutive presencerelationship-buildingself-directedprioritizationfollow-through