• 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