Systems Integrator Partnerships Lead

About the role

You will own a portfolio of global and regional systems integrator and consulting partners and be responsible for the revenue and pipeline they drive. This role sits at the intersection of partnerships and GTM where you will build trusted relationships with senior stakeholders at firms like EY, Wipro and Capgemini. You will align on joint go-to-market plans and ensure partners are equipped to close deals and deliver transformative AI-powered development solutions. This is an early-stage motion, which means the playbook is still being written and you will have real influence over engagement strategies. You will work closely with Sales, Solutions Engineering, Customer Success, and Product to remove barriers for partners. You will gather signal from partner interactions and feed it into product and go-to-market planning to shape future capabilities.

Key facts

What you'll do

• 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 clean handoffs.
• Build relationships across multiple levels of the partner organization, from practice leads and delivery teams to alliance executives.
• Serve as the primary point of contact at Factory for partner organizations and manage expectations accordingly.
• Develop and execute joint go-to-market plans with each partner, including target account mapping and pipeline generation activities.
• Coordinate co-sell motions with Factory's direct sales team to maximize coverage and opportunity conversion.
• Collaborate with enablement and program teams to ensure partners are trained and equipped with the materials they need.
• Track pipeline health, forecast partner-attached revenue, and surface blockers early for cross-functional resolution.
• Gather qualitative and quantitative signal from partner interactions to influence product and go-to-market strategy.
• Contribute to the development of partner sales processes, playbooks, and best practices as the function scales.
• Partner with Marketing to drive co-marketing campaigns, joint events, and partner enablement content.
• Coordinate with Legal and Finance on partner agreements, compliance, and commercial terms to ensure smooth execution.
• Support the creation of deal registration, governance, and escalation procedures tailored to partner needs.
• Identify and prioritize partner-led initiatives that unlock new use cases and accelerate customer adoption.
• Represent Factory in partner forums, industry events, and strategic reviews to strengthen positioning.

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, including pipeline you built, deals you influenced, and relationships that outlasted transactions.
• Strong commercial instincts, including comfort structuring co-sell agreements and navigating multi-party deal dynamics.
• Experience operating in early-stage or high-growth environments where processes are still forming and you are expected to help build them.
• Excellent communication and relationship-building skills across all levels, from partner practitioners to alliance executives.
• A collaborative working style where you are energized by cross-functional work and understand that partner sales require alignment across Sales, Product, and Delivery.
• Comfort with ambiguity and a willingness to create structure where it does not yet exist.
• Willingness to travel to support partner relationships and joint customer engagements.

Nice to have

• Experience working at a major Systems Integrator or global consulting firm (e.g., Big 4), giving you firsthand insight into how these organizations make decisions.
• A background in AI, cloud platforms, developer tools, or other categories where technical enablement and differentiation are central to the partner motion.
• Experience managing partner relationships across multiple geographies.
• A history of being an early member of a partner sales function and helping it scale.

Practical notes

Willingness to travel is required for this position.