Opportunities from Factory AI (ashby)

ABOUT THE ROLE Factory is hiring a field partner sales leader to drive revenue with the field sales leaders and account executives of the cloud service providers (AWS, Azure, Google Cloud), the frontier AI labs (OpenAI, Anthropic, Google), and our ISV and SI partners. This role supports field sales and is primarily focused on North America / East territory. The leader will align with sales leaders and account executives, work to build the partner relationships at the account level that produce joint pipeline, and turn early-stage partnerships into repeatable co-sell. The Near-Term Opportunity Our near-term focus will be with the CSPs. We can show their field teams and their customers how Factory accelerates the migration of workloads to cloud infrastructure, which advances the customer's modernization goals and the cloud's committed consumption at the same time. That shared outcome is the wedge that gets us in front of cloud sellers and their accounts, and it extends naturally to the ISVs and SIs who deliver those migrations and the AI labs whose tokens are consumed. How This Motion Builds These are early-stage motions and partnerships. The sequence matters:

• Make the connections. Get to the right field sales leaders and account executives inside the clouds, AI labs, ISVs, and SIs; earn a seat in their accounts.
• Win lighthouses. Land a small number of joint, referenceable customer wins that prove the co-sell works in the field.
• Quantify the benefit. Instrument and document the customer outcome and the partner value (migration acceleration, consumption driven, deal size) so the story is credible and repeatable.
• Earn seller trust. Show individual AEs and their leaders that Factory makes their number easier, so co-sell becomes something they ask for.
• Then scale. Once the motion is proven, expand it through field marketing, enablement, and formal partner programs. WHAT YOU WILL DO AND ACHIEVE
• Own field partner revenue. Drive partner-sourced and partner-influenced pipeline and bookings across clouds, AI labs, ISVs, and SIs in the territory.
• Build seller-level relationships. Develop trusted relationships with partner field sales leaders and account executives, not just alliance managers, and get into joint account planning.
• Land the CSP migration wedge. Work with cloud field teams to identify accounts where Factory accelerates workload migration, and co-sell those opportunities to close.
• Run the co-sell in the field. Territory and account planning, joint calls, solution narratives, deal registration, and triangulated deals (Factory + cloud + lab + SI + ISV on the same account).
• Quantify and package the win. Turn each lighthouse into a quantified proof point and a reusable co-sell play the partner's sellers can run.
• Enable both sides. Enable Factory's sellers to co-sell by default, and equip partner sellers to position Factory to their customers.
• Set up the scale path. Feed proven plays into field marketing, enablement, and partner programs; build the cadence, dashboards, and joint business reviews that sustain the motion.
• Build the team. Hire field partner sellers as partner-sourced revenue justifies headcount. QUALIFICATIONS
• 8+ years in enterprise tech sales and alliances; 4+ carrying or driving partner-sourced revenue with CSPs, ISVs, or SIs, with senior field experience.
• A track record co-selling in the field with cloud and partner account executives, not just managing alliance programs from a distance.
• Deep credibility on cloud migration and modernization: you understand how workloads move to the cloud and how that maps to committed consumption and customer outcomes.
• Comfortable in early-stage motions where the program doesn't exist yet: you can open doors, win lighthouses, and prove value before there's infrastructure to lean on.
• Fluent enough in the AI ecosystem (AI lab models and platforms, agent ecosystems, token economics) to sell the joint value to technical and economic buyers.
• A builder who runs the motion personally before earning headcount, and who can align Factory Sales, Product, Marketing, and partner field teams behind a shared account. Preferred: time inside a hyperscaler, AI lab, ISV, or SI field or partner sales organization; direct involvement in cloud migration co-sell; existing relationships with cloud and partner field leaders in North America. Location: North America / East