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Factory is seeking a Field Partner Sales Leader to drive revenue through strategic partnerships with cloud service providers (AWS, Azure, Google Cloud), frontier AI labs (OpenAI, Anthropic, Google), and ISV/SI partners across North America East. This role owns field partner revenue generation, building trusted relationships directly with partner field sales leaders and account executives—not just alliance managers—to create joint pipeline and co-sell opportunities.
The immediate focus is demonstrating how Factory accelerates cloud workload migration, advancing customer modernization goals while driving committed consumption for cloud providers. This creates a natural wedge into cloud seller accounts and extends to ISVs, SIs, and AI labs consuming tokens.
Key responsibilities include: owning partner-sourced and partner-influenced pipeline and bookings; developing seller-level relationships and joint account planning; identifying migration opportunities with cloud field teams; executing co-sell motions in the field including territory planning, joint calls, deal registration, and triangulated deals; quantifying wins into reusable co-sell plays; enabling both Factory and partner sellers; building scalable processes through field marketing and enablement; and hiring field partner sellers as revenue justifies headcount.
You will operate in early-stage partnership motions where infrastructure doesn't yet exist, requiring the ability to open doors, land lighthouse customer wins, and prove value independently. Success requires deep credibility in cloud migration and modernization, fluency in the AI ecosystem (models, platforms, agents, token economics), and the ability to align Factory's sales, product, and marketing teams with partner field organizations around shared accounts.
Required: 8+ years enterprise tech sales and alliances; 4+ years driving partner-sourced revenue with CSPs, ISVs, or SIs with senior field experience; proven track record co-selling in the field with cloud and partner account executives; deep understanding of cloud workload migration and committed consumption; comfort with early-stage motions; AI ecosystem fluency. Preferred: hyperscaler, AI lab, ISV, or SI field/partner sales background; direct cloud migration co-sell experience; existing relationships with cloud and partner field leaders in North America.
