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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 North America / East territory. The leader will align with sales leaders and account executives, build partner relationships at the account level to 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.
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 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; 4+ years carrying or driving partner-sourced revenue with CSPs, ISVs, or SIs, with senior field experience.
A track record co-selling in the field with cloud and partner account executives, not just managing alliance programs from a distance.
Deep credibility on cloud migration and modernization, understanding how workloads move to the cloud and how that maps to committed consumption and customer outcomes.
Comfortable in early-stage motions where the program doesn't exist yet; ability to open doors, win lighthouses, and prove value before there's infrastructure to lean on.
Fluent enough in the AI ecosystem to sell the joint value to technical and economic buyers.
A builder who runs the motion personally before earning headcount, and who 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
Co-selling
Cloud migration
Workload modernization
AI ecosystem
Field sales leadership

Location

US, Central / West

Work Type

Field Sales

Experience Level

Senior
8+ years
4+ years

About the Company

Factory is hiring a field partner sales leader to drive revenue with the field sales leaders and account executives of the cloud service providers (AWS, Azure, Google Cloud), the frontier AI labs (OpenAI, Anthropic, Google), and our ISV and SI partners.
Our near-term focus will be with the CSPs. We can show their field teams and their customers how Factory accelerates the migration of workloads to cloud infrastructure, which advances the customer's modernization goals and the cloud's committed consumption at the same time.
These are early-stage motions and partnerships.