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Field Partner Sales Leader - US Federal

Factory· Federal
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RemoteFull-timePosted 4d ago

About the role

Field partner sales leader to drive US federal revenue by building and managing co-sell motions with federal systems integrators, government cloud providers, software partners, and reseller channels. Focused on US civilian, defense, and intelligence agencies and their partners; aligns partner capture and account teams to generate joint pipeline and scalable co-sell programs.

Responsibilities

  • Own federal partner revenue. Drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings across FSIs, government clouds, software partners, and the reseller channel.
  • Build capture-level relationships. Develop trusted relationships with FSI capture leads, account executives, and delivery and practice leaders, and engage in joint program and agency account planning.
  • Land the modernization wedge. Identify agency programs where Factory accelerates legacy modernization and cloud migration, and co-sell those opportunities to close; sell to integrators for their own delivery work as a near-term path.
  • Run the co-sell in the field. Agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated deals.
  • Work the channel. Manage Carahsoft relationship, recruit/enable second-tier resellers, route deals through contract vehicles (GSA MAS, NASA SEWP, CIO-SP, agency BPAs) and marketplaces, and keep quoting, pricing, and deal registration moving.
  • Quantify and package the win. Turn lighthouse wins into quantified proof points and reusable co-sell plays.
  • Enable both sides. Enable Factory’s federal sellers to co-sell by default and equip partner/reseller sellers to position Factory to agencies (FedRAMP, air-gapped/on-prem options).
  • Set up the scale path and build the team. Create cadence, dashboards, joint business reviews, and hire federal partner sellers as partner-sourced revenue justifies headcount.

Qualifications

  • 8+ years in federal tech sales and alliances; 4+ carrying or driving partner-sourced revenue with FSIs, government cloud providers, software partners, and the federal reseller channel
  • Track record co-selling in the field with FSI capture teams and government cloud account executives
  • Working knowledge of federal procurement processes: contract vehicles, distributors/second-tier resellers, deal registration, fiscal-year cycle, and compliance gates (FedRAMP, impact levels, ATOs)
  • Deep credibility on modernization: understanding legacy-to-cloud transitions and how they map to mission outcomes and funding
  • Comfort with early-stage motions and building programs from the ground up
  • Fluency in AI ecosystem concepts relevant to joint value propositions
  • Preferred: experience in federal SIs, government cloud, federal software, or distributor/ reseller field roles; direct involvement in agency modernization co-sell; existing relationships with capture and partner leaders in DC; active or prior clearance is a plus

Skills

Required:Federal technology salesCo-sell / channel partner managementFedRAMP and compliance knowledge
Last updated Oct 22, 2026. Interested? Apply on the company site.
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