Systems Integrator Partnerships Lead

Responsibilities

• Own the commercial relationship with a portfolio of assigned SI and consulting partners, driving partner-sourced and partner-influenced revenue against defined targets.
• Work directly with VP of Operations, Account Executives, and Solutions Engineers, bringing the partner into the sales cycle at the right moments and ensuring clear roles, clean handoffs, and shared accountability for outcomes.
• Build relationships across multiple levels of the partner organization — from practice leads and delivery teams to alliance executives — and serve as their primary point of contact at Factory.
• Develop and execute joint go-to-market plans with each partner, including target account mapping, pipeline generation activities, and co-sell motions with Factory's direct sales team.
• Collaborate with enablement and program teams to get partners trained and equipped with the materials they need to position Factory effectively.
• Track pipeline health, forecast partner-attached revenue, and surface blockers early so cross-functional teams can help unblock them.
• Gather signal from partner interactions — what's landing, what's missing, where clients are pushing back — and feed it into product and go-to-market planning.
• Contribute to the development of partner sales processes, playbooks, and best practices as the function scales.

Cross-Functional Collaboration

• Work closely with Sales, Solutions Engineering, Customer Success, and Product to ensure partners have what they need to close deals and deliver for their clients.
• Partner with Marketing to drive co-marketing campaigns, joint events, and partner enablement content.
• Coordinate with Legal and Finance on partner agreements, compliance, and commercial terms.

Requirements

• 6+ years of experience in partner sales, channel sales, alliances, business development, or direct sales at a technology company where partners are heavily involved.
• A track record of driving revenue through partners — you can point to pipeline you built, deals you influenced, and relationships that outlasted any single transaction.
• Strong commercial instincts, including comfort structuring co-sell agreements, navigating multi-party deal dynamics, and knowing when to push and when to let the partner lead.
• Experience operating in early-stage or high-growth environments where processes are still forming and you're expected to help build them.
• Excellent communication and relationship-building skills across all levels, from partner practitioners to alliance executives.
• A collaborative working style — you're energized by cross-functional work and understand that partner sales only works when Sales, Product, and Delivery are aligned.
• Comfort with ambiguity and a willingness to create structure where it doesn't yet exist.
• Willingness to travel to support partner relationships and joint customer engagements.

Nice-to-Haves

• Experience working at a major Systems Integrator or global consulting firm (e.g., Big 4), giving you firsthand insight into how these organizations make decisions, staff engagements, and build practices around emerging technology.
• A background in AI, cloud platforms, developer tools, or other categories where technical enablement and differentiation are central to the partner motion.
• Experience managing partner relationships across multiple geographies.
• A history of being an early member of a partner sales function and helping it scale.