Field Partner Sales Leader US Federal
Factory is an AI software-development platform that lets enterprises plan, build, review, test, and ship software with governed autonomous agents (“Droids”).
About Factory
Factory provides a model-independent, enterprise software-development system spanning the SDLC, with deployment options including managed, private, on-premises, and air-gapped environments.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will drive U.S. federal partner revenue across systems integrators, government cloud providers, software partners, and resellers. You will build capture-level relationships, identify modernization opportunities, run field co-sell motions, manage the reseller channel and contract-vehicle routing, package repeatable wins, enable sellers, and establish the operating cadence for scale.
Requirements
- 8+ years in federal technology sales and alliances
- 4+ years carrying or driving partner-sourced revenue with federal systems integrators, government cloud providers, software partners, and federal resellers
- Senior field experience
- Track record of field co-selling with systems integrator capture teams and government cloud account executives
- Knowledge of federal contract vehicles, distributors, resellers, deal registration, fiscal-year cycles, FedRAMP, Impact Levels, and ATOs
- Knowledge of agency legacy modernization, cloud migration, mission outcomes, program funding, and consumption
- Knowledge of frontier and open AI models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment
Responsibilities
- Drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings
- Develop relationships with systems integrator capture leads, account executives, delivery leaders, and practice leaders
- Identify modernization and cloud-migration opportunities and co-sell them with partners
- Run agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated deals
- Manage the Carahsoft relationship and recruit and enable second-tier resellers
- Route deals through contract vehicles and marketplaces and keep quoting, pricing, and deal registration moving
- Turn lighthouse wins into quantified proof points and reusable co-sell plays
- Enable federal sellers, partner sellers, and reseller sellers to position Factory
- Build dashboards, joint business reviews, field marketing, enablement, and partner programs
- Hire federal partner sellers as partner-sourced revenue justifies headcount