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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 the US Central and West regions.
In this role, you will own field partner revenue generation, building trusted relationships directly with partner field sales leaders and account executives—not just alliance managers. Your primary focus is establishing co-sell motions that prove Factory accelerates cloud workload migration while driving committed consumption for cloud providers and their customers.
Key responsibilities include:
- Owning partner-sourced and partner-influenced pipeline and bookings across clouds, AI labs, ISVs, and SIs
- Developing joint account plans and getting into the field with partner sellers on actual opportunities
- Landing the CSP migration wedge by identifying accounts where Factory creates clear value
- Running triangulated deals involving Factory, cloud providers, AI labs, SIs, and ISVs
- Quantifying and packaging wins into reusable co-sell plays for partner field teams
- Enabling both Factory and partner sellers through training and joint business reviews
- Building the infrastructure (cadence, dashboards, programs) to scale proven motions
- Hiring field partner sellers as revenue justifies headcount
You'll operate in early-stage partnership motions where the program doesn't yet exist. Success requires opening doors, landing lighthouse customer wins, and proving repeatable value before formal infrastructure is in place.
Required: 8+ years in enterprise tech sales and alliances; 4+ years driving partner-sourced revenue with CSPs, ISVs, or SIs with senior field experience. You must have a track record co-selling in the field with cloud and partner account executives, deep credibility in cloud migration and modernization, and fluency in the AI ecosystem (models, platforms, agents, token economics). You're comfortable building motions from scratch and aligning cross-functional teams (Sales, Product, Marketing, partner field) behind shared accounts.
Preferred: prior experience inside a hyperscaler, AI lab, ISV, or SI; direct involvement in cloud migration co-sell; existing relationships with cloud and partner field leaders in North America.
