DoD and Federal Partner Manager
Uncleared
McLean, VA
This role is a hybrid of B2B account management and direct sales, focused on enabling and collaborating with prime contractors, system integrators, OEM’s, 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
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