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Field Partner Sales Leader, US - Central/West

Factory· GTM
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RemoteFull-timePosted 2mo ago

About the role

Field partner sales leader to drive revenue with field sales leaders and account executives of cloud service providers, AI labs, ISVs, and SIs. Primarily focused on North America / East territory. Build partner relationships at the account level to produce joint pipeline and repeatable co-sell.

Responsibilities

  • Own field partner revenue. Drive partner-sourced and partner-influenced pipeline and bookings across clouds, AI labs, ISVs, and SIs in the territory.
  • Build seller-level relationships. Develop trusted relationships with partner field sales leaders and account executives, not just alliance managers, and get into joint account planning.
  • Land the CSP migration wedge. Work with cloud field teams to identify accounts where Factory accelerates workload migration, and co-sell those opportunities to close.
  • Run the co-sell in the field. Territory and account planning, joint calls, solution narratives, deal registration, and triangulated deals (Factory + cloud + lab + SI + ISV on the same account).
  • Quantify and package the win. Turn each lighthouse into a quantified proof point and a reusable co-sell play the partner's sellers can run.
  • Enable both sides. Enable Factory's sellers to co-sell by default, and equip partner sellers to position Factory to their customers.
  • Set up the scale path. Feed proven plays into field marketing, enablement, and partner programs; build the cadence, dashboards, and joint business reviews that sustain the motion.
  • Build the team. Hire field partner sellers as partner-sourced revenue justifies headcount.

Qualifications

  • 8+ years in enterprise tech sales and alliances; 4+ 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: you understand 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: you can open doors, win lighthouses, and prove value before there's infrastructure to lean on.
  • Fluent enough in the AI ecosystem (AI lab models and platforms, agent ecosystems, token economics) 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; direct involvement in cloud migration co-sell; existing relationships with cloud and partner field leaders in North America.

Skills

Required:Field partner salesCloud migration / modernizationCo-sell orchestration
Last updated Oct 8, 2026. Interested? Apply on the company site.
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