Field Partner Sales Leader
Leads field partner revenue and co-selling with cloud providers, AI labs, ISVs, and SIs, initially focused on cloud migration and modernization. The role requires 8+ years in enterprise technology sales and alliances, strong partner-sourced revenue experience, and credibility with field sellers.
About the job
Responsibilities
- Own field partner revenue, driving partner-sourced and partner-influenced pipeline and bookings across cloud service providers, AI labs, ISVs, and SIs.
- Build trusted relationships with partner field sales leaders and account executives and participate in joint account planning.
- Work with cloud field teams to identify accounts where Factory accelerates workload migration and co-sell those opportunities to close.
- Run field co-selling, including territory and account planning, joint calls, solution narratives, deal registration, and triangulated partner deals.
- Turn lighthouse wins into quantified proof points and reusable co-sell plays.
- Enable Factory sellers to co-sell and equip partner sellers to position Factory with customers.
- Feed proven plays into field marketing, enablement, and partner programs; build cadences, dashboards, and joint business reviews.
- Hire field partner sellers as partner-sourced revenue justifies headcount.
Requirements
- 8+ years of enterprise technology sales and alliances experience.
- 4+ years carrying or driving partner-sourced revenue with CSPs, ISVs, or SIs.
- Senior field experience and a track record of co-selling with cloud and partner account executives.
- Deep knowledge of cloud migration and modernization, including committed consumption and customer outcomes.
- Ability to open doors, win lighthouse customers, and prove value in early-stage partnership motions.
- Fluency in the AI ecosystem, including AI lab models and platforms, agent ecosystems, and token economics.
- Ability to personally build and run the motion while aligning Sales, Product, Marketing, and partner field teams.
Nice-to-haves
- Experience in a hyperscaler, AI lab, ISV, or SI field or partner sales organization.
- Direct involvement in cloud migration co-selling.
- Existing relationships with cloud and partner field leaders in North America.
Skills
AWS, Microsoft Azure, GCP, Cloud Migration, Cloud Modernization, Enterprise Sales, Partner Sales, Co-Selling, Account Planning, Deal Registration, Ai Platforms, Agent Ecosystems, Token Economics, Field Enablement, Joint Business Reviews
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