Regional Partner Manager - West Coast

The XTIUM global team is made up of a group of diverse and talented professionals who are all driven by the same goal: excellence and continuous improvement. We are all about embracing challenges, keeping the lines of communication open and working together. We take ownership of our work, focus on learning and growing and hold ourselves accountable to our colleagues and customers. Together, we strive to push boundaries, make an impact and inspire each other to reach our full potential.  

Job Description:

At XTIUM, we don’t just build IT solutions—we build careers. Our culture is designed to empower individuals to achieve their best while making a real impact. You’ll have the opportunity to connect with our leadership team, embrace challenges, and celebrate success in a dynamic, fast-paced environment. If you’re passionate, driven, and eager to grow, XTIUM is where your potential meets opportunity. Our team members are the driving force behind our success, and we’re looking for passionate, resilient individuals eager to grow and make a meaningful impact. If you’re ready to contribute and help shape the future, XTIUM is the place for you.

About the Role:

The Regional Partner Manager (RPM) is responsible for developing and executing the partner strategy across the West Coast territory to drive partner-sourced pipeline and qualified leads for XTIUM’s managed services and cloud solutions. This role owns partner relationship development, territory planning, and consistent partner engagement with a focus on lead integrity, repeatable partner motions, and strong collaboration with Field Sales and internal solution teams.

Success in this role is measured by the quality and quantity of partner-sourced opportunities, partner activity/engagement, and conversion of leads into revenue.

Job Responsibilities:

Partner Development & Territory Execution

• 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).

Lead Generation, Qualification & Handoff

• 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.

Forecasting, Reporting & CRM Discipline

• 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.

Job Qualifications:

Required Qualifications:

• 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).

Preferred Qualifications:

• Existing West Coast Agent / TSD partner network.
• Experience selling or enabling:
  • Managed Services (Helpdesk, Field Services, Network, Security, DaaS / VDI, Azure/cloud infrastructure)
• Experience running partner programs, QBRs, joint GTM plans, and co-selling motions.

The salary range for this position is $140,000 - $150,000/base salary plus additional variable compensation. We offer a competitive benefits package with Med/Dental/FSA/401(k)/Flexible Paid Time Off.

XTIUM is an equal opportunity employer.