Remote US Federal Field Partner Growth Leader

Factory; Vermont; Remote; USD 180,000 - 280,000; Full time

Job summary

Factory is seeking a field partner sales leader to drive US federal revenue by aligning with capture, account, and delivery leaders of prime and mid-tier FSIs, government clouds, and software partners. The role focuses on US civilian, defense, and intelligence agencies and high‑impact partners that serve them.

The leader will build trusted partner relationships, generate joint pipeline, and scale co-sell and resale programs across the reseller channel.

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.
• Proven co-selling in the field with FSI capture teams and government cloud account executives, not just managing alliance programs.
• Working knowledge of federal buying: contract vehicles, distributors and second-tier resellers, deal registration, the fiscal-year cycle, and compliance gates (FedRAMP, impact levels, ATOs).
• Deep credibility on modernization: how agencies move legacy systems and workloads to the cloud, and how that maps to mission outcomes, program funding, and consumption.

Responsibilities

• Own federal partner revenue and drive partner-sourced, partner-influenced, and reseller-transacted pipeline across FSIs, government clouds, software partners, and the reseller channel.
• Build capture-level relationships with FSI capture leads, account executives, and delivery and practice leaders; participate in joint program and agency account planning.
• Land modernization opportunities with FSI, software, and cloud field teams; co-sell to close and leverage integrators for delivery.
• Run the co-sell in the field: agency/program planning, joint calls, solution narratives, teaming, and deal registration.
• Work the Carahsoft relationship day to day; recruit and enable second-tier resellers; route deals through contract vehicles and marketplaces.
• Quantify and package lighthouse wins into repeatable co-sell plays for partner capture and account teams.
• Enable federal sellers and partners to position Factory’s compliance and deployment story (FedRAMP, air-gapped and on-prem options).
• Set up scale: feed plays into field marketing, enablement, and partner programs; sustain the motion with dashboards and joint business reviews.

Skills

Federal sales

Alliances

Partner ecosystem

Channel partnerships

Government contracting

Job description

Factory is seeking a field partner sales leader to drive US federal revenue by aligning with capture, account, and delivery leaders of prime and mid-tier FSIs, government clouds, and software partners. The role focuses on US civilian, defense, and intelligence agencies and high‑impact partners that serve them.

The leader will build trusted partner relationships, generate joint pipeline, and scale co-sell and resale programs across the reseller channel.