[Remote] Field Partner Sales Leader - North America East

Note: The job is a remote job and is open to candidates in USA. Factory is hiring a Field Partner Sales Leader to drive partner-sourced and partner-influenced revenue across cloud service providers, AI labs, ISVs, and systems integrators in the North America East territory. The role builds field-level partner relationships, develops repeatable co-selling motions, and supports joint pipeline, customer wins, and team growth.

Responsibilities

• Own field partner revenue. Drive partner-sourced and partner-influenced pipeline and bookings across clouds, AI labs, ISVs, and SIs in the territory
• Build seller-level relationships. Develop trusted relationships with partner field sales leaders and account executives, not just alliance managers, and get into joint account planning
• Land the CSP migration wedge. Work with cloud field teams to identify accounts where Factory accelerates workload migration, and co-sell those opportunities to close
• Run the co-sell in the field. Territory and account planning, joint calls, solution narratives, deal registration, and triangulated deals (Factory + cloud + lab + SI + ISV on the same account)
• Quantify and package the win. Turn each lighthouse into a quantified proof point and a reusable co-sell play the partner's sellers can run
• Enable both sides. Enable Factory's sellers to co-sell by default, and equip partner sellers to position Factory to their customers
• Set up the scale path. Feed proven plays into field marketing, enablement, and partner programs; build the cadence, dashboards, and joint business reviews that sustain the motion
• Build the team. Hire field partner sellers as partner-sourced revenue justifies headcount

Skills

• 8+ years in enterprise tech sales and alliances; 4+ carrying or driving partner-sourced revenue with CSPs, ISVs, or SIs, with senior field experience
• A track record co-selling in the field with cloud and partner account executives, not just managing alliance programs from a distance
• Deep credibility on cloud migration and modernization: you understand how workloads move to the cloud and how that maps to committed consumption and customer outcomes
• Comfortable in early-stage motions where the program doesn't exist yet: you can open doors, win lighthouses, and prove value before there's infrastructure to lean on
• Fluent enough in the AI ecosystem (AI lab models and platforms, agent ecosystems, token economics) to sell the joint value to technical and economic buyers
• A builder who runs the motion personally before earning headcount, and who can align Factory Sales, Product, Marketing, and partner field teams behind a shared account
• Time inside a hyperscaler, AI lab, ISV, or SI field or partner sales organization
• Direct involvement in cloud migration co-sell
• Existing relationships with cloud and partner field leaders in North America

Benefits

• Remote work arrangement

Company Overview