Field Partner Sales Leader - US Federal

What you'll do

• Drive partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings across federal systems integrators, government clouds, software partners, and resellers.
• Build capture- and account-level relationships, identify and co-sell modernization opportunities, and develop repeatable partner plays from lighthouse wins.
• Manage channel operations, partner enablement, contract-vehicle routing, performance tracking, and the path to scaling the team and partner programs.

What they ask for

• 8+ years in federal tech sales and alliances, including 4+ years carrying or driving partner-sourced revenue with federal partners.
• Track record co-selling with FSI capture teams and government cloud account executives.
• Working knowledge of federal contract vehicles, reseller channels, deal registration, fiscal-year cycles, and compliance gates.
• Deep understanding of agency modernization and fluency in AI topics including models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment.

Nice to have

• Experience in a federal systems integrator, government cloud, federal software, distributor, or reseller organization; direct agency modernization co-sell experience.
• Existing relationships with capture and partner leaders in the DC market; an active or prior clearance is a plus, not a requirement.

Tools

AWS GovCloud, Microsoft Azure Government, Google Public Sector, FedRAMP, GSA MAS, NASA SEWP, CIO-SP

AI focus

Sell Factory’s AI-related value, with fluency in frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment.