[Hiring] Field Partner Sales Leader @Factory

Role Description

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. This role supports field sales and is primarily focused on North America / East territory. The leader will align with sales leaders and account executives, work to build the partner relationships at the account level that produce joint pipeline, and turn early-stage partnerships into repeatable co-sell.

The Near-Term Opportunity

• Focus on CSPs to show their field teams and customers how Factory accelerates the migration of workloads to cloud infrastructure.
• Advance customer modernization goals and the cloud's committed consumption simultaneously.
• Use this shared outcome to engage with cloud sellers and their accounts, extending naturally to ISVs and SIs.

How This Motion Builds

• Make connections with field sales leaders and account executives inside clouds, AI labs, ISVs, and SIs.
• Win lighthouses by landing a small number of joint, referenceable customer wins.
• Quantify the benefit by documenting customer outcomes and partner value.
• Earn seller trust by demonstrating that Factory makes their number easier.
• Scale the motion through field marketing, enablement, and formal partner programs once proven.

What you will do and achieve

• Own field partner revenue by driving partner-sourced and partner-influenced pipeline and bookings.
• Build seller-level relationships with partner field sales leaders and account executives.
• Land the CSP migration wedge by identifying accounts for workload migration.
• Run the co-sell in the field through territory and account planning, joint calls, and deal registration.
• Quantify and package wins into reusable co-sell plays.
• Enable both Factory's sellers and partner sellers to co-sell effectively.
• Set up the scale path by feeding proven plays into field marketing and partner programs.
• Build the team by hiring field partner sellers as partner-sourced revenue justifies headcount.

Qualifications

• 8+ years in enterprise tech sales and alliances; 4+ years driving partner-sourced revenue with CSPs, ISVs, or SIs.
• Track record of co-selling in the field with cloud and partner account executives.
• Deep credibility on cloud migration and modernization.
• Comfortable in early-stage motions where the program doesn't exist yet.
• Fluent in the AI ecosystem to sell joint value to technical and economic buyers.
• A builder who runs the motion personally before earning headcount.

Location

North America / East