01
Partner Manager
Executes the territory math, discovery cadence, and deal motion day to day.
How the constants apply →The Loop
Partnerships is a team sport. The course finally admits it.
The Loop used to teach one partner manager how to run their own book. It now teaches how a small partnership org runs its GTM: three operator altitudes who run the phases, and five supporting roles who feed them.
The Operators
Three altitudes, one throughline.
Same eight-step Loop, same three constants: territory math, discovery cadence, relationship cadence. What changes is the altitude you run them at. Operators get full access to all eight steps.
02
Manager / Director
Tiers the partner book, protects the quarter's number, coaches the partner managers underneath them.
How the constants apply →03
VP / Exec Sponsor
Owns the board-level story, contracts, QBRs, and the relationship above the individual rep.
How the constants apply →The Supporting Cast
Matrixed in, not reporting in.
These roles rarely sit inside the partnerships org, and they don't run phases. They feed content, systems, and capacity into the Loop, and the Loop breaks quietly when they're working off a different model.
Partner Marketing
Co-marketing, campaigns, MDF, value props and messaging.
How the constants apply →Channel / Partner Enablement
Training, certification, content, call sheets.
How the constants apply →RevOps / Partner Ops
Deal registration, attribution, systems.
How the constants apply →Solutions Engineering
Technical co-sell, joint demos.
How the constants apply →Customer Success
Partner-sourced account health.
How the constants apply →Train the room, not the rep.
Cohorts for individual operators. Team training when you want the whole org running one operating model.