After multiple reads, i will add three things - one they bring intent + intensity. They show up in partners office, connect with partner sales leaders, meet partner execs. Challenge the status quo.

Second the act as translators, create feedback loops with sales reps and then get out of the way. ‘Get out of the way’ at the right stage is both art and science.

Third, they are most loved yet they call out BS and escalate whenever required and don’t take partner escalations personally.