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About the Role
Factory is hiring a field partner sales leader to drive revenue with the field sales leaders and account executives of cloud service providers, frontier AI labs, and ISV and SI partners. This role supports field sales and is primarily focused on the North America / East territory. The leader will align with sales leaders and account executives to build partner relationships at the account level that produce joint pipeline and turn early-stage partnerships into repeatable co-sell.
Responsibilities
- Own field partner revenue, driving partner-sourced and partner-influenced pipeline and bookings across clouds, AI labs, ISVs, and SIs in the territory.
- Build seller-level relationships with partner field sales leaders and account executives, engaging in joint account planning.
- Land the CSP migration wedge by working with cloud field teams to identify accounts where Factory accelerates workload migration and co-selling those opportunities.
- Run the co-sell in the field, including territory and account planning, joint calls, solution narratives, deal registration, and triangulated deals.
- Quantify and package wins, turning each lighthouse into a quantified proof point and a reusable co-sell play for partner sellers.
- Enable Factory's sellers to co-sell by default and equip partner sellers to position Factory to their customers.
- Set up the scale path by feeding proven plays into field marketing, enablement, and partner programs, and building the necessary cadence, dashboards, and joint business reviews.
- Build the team by hiring field partner sellers as partner-sourced revenue justifies headcount.
Requirements
- 8+ years in enterprise tech sales and alliances, with 4+ years carrying or driving partner-sourced revenue with CSPs, ISVs, or SIs, including senior field experience.
- A track record of co-selling in the field with cloud and partner account executives.
- Deep credibility on cloud migration and modernization, understanding workload movement to the cloud and its relation to committed consumption and customer outcomes.
- Comfortable in early-stage motions where the program doesn't exist yet, capable of opening doors, winning lighthouses, and proving value without existing infrastructure.
- Fluent enough in the AI ecosystem to sell joint value to technical and economic buyers.
- A builder who runs the motion personally before earning headcount and can align Factory Sales, Product, Marketing, and partner field teams behind a shared account.
- Preferred: time inside a hyperscaler, AI lab, ISV, or SI field or partner sales organization.
- Preferred: direct involvement in cloud migration co-sell.
- Preferred: existing relationships with cloud and partner field leaders in North America.
Skills
- Enterprise tech sales
- Alliances
- Partner-sourced revenue
- Field sales
- Co-selling
- Cloud migration
- Modernization
- AI ecosystem
- Building motions
- Field marketing
- Enablement
- Partner programs
Location
- North America / East
Work Type
- Field sales
Experience Level
- Senior
About the Company
- Factory is focused on accelerating the migration of workloads to cloud infrastructure, advancing customer modernization goals and cloud committed consumption.