Field Partner Sales Leader - US Federal

About Factory

About the Role

Factory is hiring a field partner sales leader to drive US federal revenue with the capture, account, and delivery leaders of the federal systems integrators (the primes and mid-tier FSIs), the government cloud providers (AWS GovCloud, Microsoft Azure Government, Google Public Sector), federal-focused software partners, and the reseller channel (Carahsoft as distributor plus the second-tier resellers who hold the contract vehicles). This role supports federal sales and is focused on US civilian, defense, and intelligence agencies and the partners that serve them. The leader will align with partner capture and account teams, build partner relationships at the program and agency level that produce joint pipeline, and turn early-stage partnerships into repeatable co-sell and resale.

How This Motion Builds

These are early-stage motions and partnerships, and federal adds contract vehicles, compliance gates, and a fiscal-year clock. The sequence matters:

• Make the connections. Get to the right capture leads, account executives, and practice leaders inside the primes, government clouds, software partners, and reseller channel; earn a seat in their programs.

• Win lighthouses. Land a small number of joint, referenceable wins (a pilot on an agency modernization program, an FSI using Factory in its own delivery) that prove the co-sell works in federal.

• Quantify the benefit. Instrument and document the mission outcome and the partner value (modernization acceleration, legacy code migrated, cloud consumption, contract value) so the story is credible and repeatable.

• Earn seller trust. Show partner capture and account teams that Factory helps them win and deliver programs, so co-sell becomes something they ask for.

• Then scale. Once the motion is proven, expand it through the distributor and second-tier reseller network, contract vehicles, field marketing, enablement, and formal partner programs.

What you will do and achieve

• Own federal partner revenue. Drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings across FSIs, government clouds, software partners, and the reseller channel.

• Build capture-level relationships. Develop trusted relationships with FSI capture leads, account executives, and delivery and practice leaders, not just alliance managers, and get into joint program and agency account planning.

• Land the modernization wedge. Work with FSI, software, and cloud field teams to identify agency programs where Factory accelerates legacy modernization and cloud migration, and co-sell those opportunities to close; sell to the integrators for their own delivery work as a near-term path.

• Run the co-sell in the field. Agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated deals (Factory + government cloud + FSI + software partner + reseller on the same program).

• Work the channel. Run the Carahsoft relationship day to day, recruit and enable second-tier resellers, route deals through the right contract vehicles (GSA MAS, NASA SEWP, CIO-SP, agency BPAs) and marketplaces, and keep quoting, pricing, and deal registration moving.

• Quantify and package the win. Turn each lighthouse into a quantified proof point and a reusable co-sell play the partner's capture and account teams can run.

• Enable both sides. Enable Factory's federal sellers to co-sell by default, and equip partner and reseller sellers to position Factory to agencies, including the compliance and deployment story (FedRAMP path, air-gapped and on-prem options).

• Set up the scale path and build the team. Feed proven plays into field marketing, enablement, and partner programs; build the cadence, dashboards, and joint business reviews that sustain the motion; hire federal partner sellers as partner-sourced revenue justifies headcount.

Qualifications

• 8+ years in federal tech sales and alliances; 4+ 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 co-selling in the field with FSI capture teams and government cloud account executives, not just managing alliance programs from a distance.

• Working knowledge of how federal buys: contract vehicles, distributors and second-tier resellers, deal registration, the fiscal-year cycle, and the compliance gates (FedRAMP, impact levels, ATOs) that shape where and how software gets deployed.

• Deep credibility on modernization: you understand how agencies move legacy systems and workloads to the cloud, and how that maps to mission outcomes, program funding, and consumption.

• 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; a builder who runs the motion personally before earning headcount and aligns Factory Sales, Product, Marketing, and partner teams behind a shared program.

• Fluent enough in the AI ecosystem (frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment) to sell the joint value to technical, mission, and contracting buyers.

Preferred: time inside a federal systems integrator, government cloud, federal software, or distributor or reseller field or partner organization; direct involvement in agency modernization co-sell; existing relationships with capture and partner leaders in the DC market. An active or prior clearance is a plus, not a requirement.

How We Measure It

Joint agency and integrator new logos and lighthouse wins first. Then partner-sourced, partner-influenced, and reseller-transacted pipeline and ARR, workloads modernized and consumption driven to partners, second-tier resellers recruited and transacting, quantified mission proof points, partner seller adoption of co-sell, and a validated path to scale.

Location: Remote, Washington, DC metro