Job Title: DoD and Federal Partner Manager
Summary:
The DoD and Federal Partner Manager will be responsible for driving U.S. sales growth across the Department of Defense, Department of Homeland Security, Department of Justice, and other federal agencies through the development and expansion of strategic partner relationships.
This role blends partner-driven B2B account management with direct sales execution, working closely with prime contractors, systems integrators, OEMs, value-added resellers (VARs), and technology partners to expand market presence and revenue.
The ideal candidate has a deep understanding of the federal acquisition process and a demonstrated ability to generate revenue through partner ecosystems, with accountability for achieving a defined annual bookings goal.
This position reports to the VP of Federal Sales and is based out of the McLean, VA office.
Key Responsibilities:
Identify, recruit, and onboard strategic partners and systems integrators to expand the company’s footprint within the DoD and broader federal market.
Design and execute joint go-to-market (GTM) strategies and partner business plans that drive shared revenue objectives.
Establish and maintain strong, trust-based relationships with partner executives, sales leaders, and technical teams.
Manage a portfolio of partners, ensuring they are properly trained, enabled, and supported to sell and deploy the company’s CUAS solutions.
Build and maintain a strong pipeline leveraging both new and existing partner networks.
Deliver near-term revenue wins while designing scalable, long-term partner programs.
Support partners with sales enablement efforts, including technical briefings, solution demonstrations, and proposal development.
Conduct regular account mapping, pipeline reviews, and joint sales meetings to identify and qualify new opportunities.
Collaborate with partners and internal sales teams to create capture strategies and win plans for major federal procurement.
Meet or exceed an assigned annual bookings target by driving partner-sourced pipeline and revenue within the designated federal territory.
Act as the primary point of contact for partners, ensuring strong awareness of CUAS technologies and clearly communicating the company’s value proposition to federal customers.
Maintain a thorough understanding of the federal procurement lifecycle, contract vehicles (e.g., GSA, IDIQ), and compliance requirements.
Serve as a liaison between partners and internal teams—including engineering, product, and legal—to support partner initiatives and complex contract negotiations.
Stay informed on competitive dynamics and market trends related to CUAS technologies within the federal space.
Represent the company at industry events, conferences, and trade shows to strengthen relationships with partners and government stakeholders.
Bachelor’s degree in a relevant field.
Minimum of 5 years of experience in federal sales, partner management, or business development, with a focus on DoD and federal agencies.
Proven success achieving or exceeding sales targets, including annual bookings, through partner- and channel-driven sales.
Strong knowledge of federal contracting and procurement processes.
Working familiarity with CUAS and related technologies.
Excellent written, verbal, presentation, and negotiation skills.
Experience using CRM tools.
Ability to travel up to 40%.
Existing relationships with key system integrators and federal agencies within the CUAS market.
Demonstrated history of strong performance with the potential to take on expanded responsibilities.
Prior technical or engineering experience related to RF or cyber technologies is a strong plus.
Experience working in a startup or fast-paced technology environment is a strong plus.
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