Field Partner Sales Leader - US Federal

Factory•Washington, DC

3d•Remote

About The Position

Factory is hiring a field partner sales leader to drive US federal revenue with federal systems integrators, government cloud providers, federal-focused software partners, and the reseller channel. The role supports federal sales across US civilian, defense, and intelligence agencies and the partners serving them. The leader will align with partner capture and account teams, build program- and agency-level relationships that generate joint pipeline, and turn early-stage partnerships into repeatable co-sell and resale motions. The role begins by establishing connections with capture leads, account executives, and practice leaders; securing a place in partner programs; and landing a small number of joint, referenceable lighthouse wins. It then quantifies mission outcomes and partner value, builds partner seller trust, and scales proven motions through distributors, resellers, contract vehicles, field marketing, enablement, and partner programs. The leader owns partner-related federal pipeline and bookings, works directly with partner field teams to identify and close modernization and cloud migration opportunities, manages channel execution, and packages successful engagements into reusable co-sell plays. The role also enables Factory and partner sellers, establishes operating cadence and reporting, and hires federal partner sellers as revenue justifies headcount.

Requirements

At least 8 years of experience in federal technology sales and alliances.
At least 4 years carrying or driving partner-sourced revenue with FSIs, government cloud providers, software partners, and the federal reseller channel, with senior field experience.
A track record of field co-selling with FSI capture teams and government cloud account executives, rather than only managing alliance programs remotely.
Working knowledge of federal purchasing, including contract vehicles, distributors and second-tier resellers, deal registration, the fiscal-year cycle, and compliance gates such as FedRAMP, impact levels, and ATOs.
Strong understanding of agency legacy-system and workload modernization, cloud migration, mission outcomes, program funding, and consumption.
Ability to build early-stage motions personally, open doors, win lighthouse deals, and prove value before established infrastructure exists; ability to align Factory Sales, Product, Marketing, and partner teams around a shared program.
Fluency in the AI ecosystem, including frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment, sufficient to sell joint value to technical, mission, and contracting buyers.

Nice To Haves

Experience inside a federal systems integrator, government cloud provider, federal software company, distributor, or reseller field or partner organization.
Direct involvement in agency modernization co-sell.
Existing relationships with capture and partner leaders in the Washington, DC market.
An active or prior security clearance; it is a plus but not required.

Responsibilities

Drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings across FSIs, government clouds, software partners, and the reseller channel.
Build trusted relationships with FSI capture leads, account executives, delivery leaders, and practice leaders, and participate in joint program and agency account planning.
Identify agency programs where Factory can accelerate legacy modernization and cloud migration, and co-sell opportunities with FSI, software, and cloud field teams; sell to integrators for their own delivery work as a near-term path.
Run field co-sell activities, including agency and program planning, joint calls, solution narratives, teaming, deal registration, and multi-partner deals.
Manage the Carahsoft relationship, recruit and enable second-tier resellers, route deals through appropriate contract vehicles and marketplaces, and keep quoting, pricing, and deal registration moving.
Turn lighthouse wins into quantified proof points and reusable co-sell plays for partner capture and account teams.
Enable Factory federal sellers to co-sell and equip partner and reseller sellers to position Factory to agencies, including explaining compliance and deployment options.
Feed proven plays into field marketing, enablement, and partner programs; establish cadence, dashboards, and joint business reviews; and hire federal partner sellers as partner-sourced revenue justifies headcount.
Build partner relationships and joint pipeline across federal systems integrators, government cloud providers, software partners, and reseller channels.
Help establish a repeatable federal partner motion, beginning with lighthouse wins and progressing toward scalable co-sell and resale.