Sales/DOD & Federal Partner Manager

DoD and Federal Partner Manager

The Federal Partner Manager will drive the growth of US sales within the Department of War (DoW), Department of Homeland (DHS) and Justice (DOJ) and other federal agencies by establishing and expanding strategic partnerships.

This role is a hybrid of B2B account management and direct sales, focused on enabling and collaborating with prime contractors, system integrators, OEMs, value-added resellers (VARs), and technology partners. The ideal candidate possesses a strong understanding of the federal procurement process and a proven track record of growing revenue through partner channels, all toward achieving a defined annual bookings target.

This position will report to the VP, Federal Sales, and is based in our Mclean VA office.

Key Responsibilities:

• Identify, recruit, and onboard strategic partners and systems integrators, to expand the company's market reach within the DoD and other federal entities.
• Develop and execute joint go-to-market (GTM) strategies and partner business plans to drive mutual revenue growth.
• Build and maintain strong, trust-based relationships with key partner executives, sales teams, and technical specialists.
• Manage a portfolio of partners, ensuring they have the necessary training, resources, and support to effectively sell and implement the company's CUAS solutions.
• Build a pipeline from new and existing networks.
• Deliver short-term wins and long-term designed in programs.
• Provide partners with sales enablement support, including technical presentations, solution demonstrations, and proposal development.
• Conduct regular account mapping and sales meetings with partners to identify and qualify new business opportunities.
• Work with partners and internal sales teams to develop capture plans and win strategies for large federal procurements.
• Achieve a specified annual bookings target by driving partner-sourced pipeline and revenue for the assigned federal territory.
• Serve as the focal point for partners, ensuring awareness of our CUAS technologies, and articulate the company's value proposition to federal customers.
• Develop a deep understanding of the federal procurement lifecycle, contract vehicles (e.g., GSA, IDIQ), and compliance requirements.
• Act as a liaison between partners and internal teams, including engineering, product, and legal, to support partner initiatives and complex contract negotiations.
• Maintain a robust knowledge of the competitive landscape and market trends related to CUAS in the federal sector.
• Represent the company at industry events, trade shows, and conferences to strengthen relationships with partners and government agencies.

Qualifications:

• Bachelor's degree in a related field
• A minimum of 5 years of experience in federal sales, partner management, or business development, with a focus on DoD and federal agencies.
• Proven track record of meeting or exceeding sales targets, including annual bookings, through partner and channel sales.
• Strong understanding of federal contracting and procurement processes.
• Working knowledge of CUAS and similar technologies.
• Excellent communication, presentation, and negotiation skills.
• Proficiency with CRM software
• Ability to travel up to 40%.
• Existing relationships with key system integrators and federal agencies in the CUAS market.
• Demonstrated track record of delivering exceptional results and capacity to grow into greater responsibility.
• Prior experience in a technical or engineering role related to RF or cyber technologies - Big advantage
• Experience in a startup or fast-paced technology company - Big advantage