Systems Integrator Partnerships Lead
FactorySoftware Development company
San Francisco, United StatesLead
Khosla Ventures
Sequoia Capital
Insight Partners
Blackstone
Evantic Capital
20VC
Sales & Account Management
About the role
TL;DR
Drive revenue and pipeline through global and regional systems integrator and consulting partners.
- •As the Systems Integrators Partnerships Lead at Factory, you'll own a portfolio of global and regional systems integrator and consulting partners and be responsible for the revenue and pipeline they drive.
- •Key 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 and serve as their primary point of contact at Factory.
- •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.
- •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.
Required skills
Business DevelopmentSalesAccount ManagementPartnership ManagementCRMSolution SellingChannel SalesSales OperationsPipeline ManagementLead GenerationMarket AnalysisCustomer Service
Nice-to-have skills
Product MarketingProduct ManagementAgileScrumKanbanUser ResearchA/B TestingRoadmappingPRDs