Field Partner Sales Leader – US Federal

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Drive revenue from US federal sources through federal systems integrators, government cloud providers, federal-focused software partners, and reseller channels.

• Oversee the pipeline and bookings sourced from federal partners, influenced by partners, and transacted through resellers.

• Cultivate relationships with FSI capture leads, account executives, delivery leaders, and practice leaders.

• Identify opportunities for agency modernization and cloud migration programs to explore co-selling prospects.

• Implement agency and program planning, conduct joint calls, develop solution narratives, facilitate teaming, deal registration, and triangulated partner deals.

• Manage the relationship with Carahsoft and recruit as well as enable second-tier resellers.

• Route deals through GSA MAS, NASA SEWP, CIO-SP, agency BPAs, and various marketplaces.

• Quantify successful lighthouse outcomes and create reusable co-sell strategies.

• Equip Factory federal sellers, partner sellers, and reseller sellers with knowledge on positioning, compliance, and deployment options.

• Establish processes for field marketing, enablement, partner programs, dashboards, cadence, and joint business reviews.

• Recruit federal partner sellers as partner-sourced revenue warrants additional headcount.

• Measure joint agency and integrator logos, lighthouse victories, pipeline, ARR, modernized workloads, partner consumption, reseller activity, proof points, seller adoption, and scalability.

⛳️ Requirements

• 8+ years of experience in federal tech sales and alliances, with at least 4+ years focused on driving partner-sourced revenue through FSIs, government cloud providers, software partners, and the federal reseller channel, including senior field experience.

• Proven history of co-selling in the field with FSI capture teams and government cloud account executives.

• Familiarity with federal contract vehicles, distributors, second-tier resellers, deal registration, fiscal-year cycles, and compliance gates, including FedRAMP, impact levels, and ATOs.

• In-depth knowledge of agency legacy modernization, cloud migration, mission outcomes, program funding, and consumption.

• Strong ability to open doors, secure lighthouse deals, demonstrate value, and establish early-stage partner motions.

• Capability to align Sales, Product, Marketing, and partner teams towards a common program.

• Proficiency in the AI ecosystem, encompassing frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment.

• Preferred experience within a federal systems integrator, government cloud, federal software, distributor, or reseller field or partner organization.

• Preferred direct involvement in agency modernization co-selling initiatives.

• Existing relationships with capture and partner leaders in the DC market are preferred.

• An active or prior security clearance is advantageous but not mandatory.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Generous paid time off and holidays.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.