Field Partner Sales Leader US Federal

You will drive U.S. federal partner revenue across systems integrators, government cloud providers, software partners, and resellers. You will build capture-level relationships, identify modernization opportunities, run field co-sell motions, manage the reseller channel and contract-vehicle routing, package repeatable wins, enable sellers, and establish the operating cadence for scale.

Responsibilities

• Drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings
• Develop relationships with systems integrator capture leads, account executives, delivery leaders, and practice leaders
• Identify modernization and cloud-migration opportunities and co-sell them with partners
• Run agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated deals
• Manage the Carahsoft relationship and recruit and enable second-tier resellers
• Route deals through contract vehicles and marketplaces and keep quoting, pricing, and deal registration moving
• Turn lighthouse wins into quantified proof points and reusable co-sell plays
• Enable federal sellers, partner sellers, and reseller sellers to position Factory
• Build dashboards, joint business reviews, field marketing, enablement, and partner programs
• Hire federal partner sellers as partner-sourced revenue justifies headcount

Requirements

• 8+ years in federal technology sales and alliances
• 4+ years carrying or driving partner-sourced revenue with federal systems integrators, government cloud providers, software partners, and federal resellers
• Senior field experience
• Track record of field co-selling with systems integrator capture teams and government cloud account executives
• Knowledge of federal contract vehicles, distributors, resellers, deal registration, fiscal-year cycles, FedRAMP, Impact Levels, and ATOs
• Knowledge of agency legacy modernization, cloud migration, mission outcomes, program funding, and consumption
• Knowledge of frontier and open AI models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment