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Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Drive US federal revenue with federal systems integrators, government cloud providers, federal-focused software partners, and reseller channels
- Own federal partner-sourced, partner-influenced, and reseller-transacted pipeline and bookings
- Build relationships with FSI capture leads, account executives, delivery leaders, and practice leaders
- Identify agency modernization and cloud migration programs and co-sell opportunities
- Execute agency and program planning, joint calls, solution narratives, teaming, deal registration, and triangulated partner deals
- Manage the Carahsoft relationship and recruit and enable second-tier resellers
- Route deals through GSA MAS, NASA SEWP, CIO-SP, agency BPAs, and marketplaces
- Quantify lighthouse outcomes and package reusable co-sell plays
- Enable Factory federal sellers, partner sellers, and reseller sellers on positioning, compliance, and deployment options
- Establish field marketing, enablement, partner-program processes, dashboards, cadence, and joint business reviews
- Hire federal partner sellers as partner-sourced revenue justifies headcount
- Measure joint agency and integrator logos, lighthouse wins, pipeline, ARR, modernized workloads, partner consumption, reseller activity, proof points, seller adoption, and scalability
Requirements
What you’ll need- 8+ years in federal tech sales and alliances; 4+ years carrying or driving partner-sourced revenue with FSIs, government cloud providers, software partners, and the federal reseller channel, with senior field experience
- Track record co-selling in the field with FSI capture teams and government cloud account executives
- Working knowledge of federal contract vehicles, distributors and second-tier resellers, deal registration, fiscal-year cycles, and compliance gates including FedRAMP, impact levels, and ATOs
- Deep understanding of agency legacy modernization, cloud migration, mission outcomes, program funding, and consumption
- Ability to open doors, win lighthouse deals, prove value, and build early-stage partner motions
- Ability to align Sales, Product, Marketing, and partner teams behind a shared program
- Fluency in the AI ecosystem, including frontier and open models, agent lifecycle, tokenomics, sovereignty, and air-gapped deployment
- Preferred experience inside a federal systems integrator, government cloud, federal software, distributor, or reseller field or partner organization
- Preferred direct involvement in agency modernization co-sell
- Existing relationships with capture and partner leaders in the DC market preferred
- Active or prior security clearance is a plus, not a requirement