Federal Systems Integrator; FSI Partner Manager - Arlington, Virginia,

Janes empowers military, government, and defense leaders to act with confidence in an increasingly complex world. Our trusted defense, security, and geopolitical information delivered through seamless digital platforms and system integrations turns overwhelming data into clear, actionable intelligence and insight. By filling critical information gaps, Janes helps customers analyze threats, accelerate decisions, and stay ahead of emerging challenges.

We are seeking an experienced, commercially driven Federal Systems Integrator (FSI) Partner Manager to lead Janes’ engagement and revenue growth through relationships with the major Federal Systems Integrators supporting U.S. Defense and National Security programs. Reporting to the President, Janes US, this role focuses on building and executing a partner strategy that sells to and sells through key FSIs—enabling Janes data and analytics to be embedded within defense programs and mission systems they deliver.

• Deliver a defined partner-sourced and influenced ARR goal, ensuring FSI partnerships generate sustained, high‑margin, recurring revenue for Janes.
• Develop and execute a go‑to‑market strategy for engaging top Federal Systems Integrators, including joint account planning and capture alignment with Janes sales teams.
• Identify, qualify, and drive opportunities to embed Janes data and solutions within FSI‑led defense and national security programs.
• Build trusted, long‑term relationships with partner executives, capture teams, and solution architects within FSIs.
• Work closely with Janes sales, product, and customer success teams to ensure alignment on joint pursuits, solution positioning, and delivery success.
• Negotiate and manage commercial agreements, teaming arrangements, and reseller frameworks with FSIs.
• Represent Janes in industry engagements, partner events, and capture planning sessions to expand visibility and influence across the defense ecosystem.
• Monitor and report on partnership performance, including pipeline development, win rates, and revenue contribution.
• Address performance gaps and continuously optimize the FSI partner program for greater impact.

• 10+ years of experience in Federal Systems Integrator sales, partner management, or business development, preferably within the defense or national security technology domain.
• Proven success in building and managing strategic relationships with leading FSIs such as Lockheed Martin, Northrop Grumman, Raytheon, Leidos, SAIC, or similar.
• Demonstrated track record of driving revenue through partner‑led channels, joint pursuits, and embedded technology solutions.
• Deep understanding of U.S. defense procurement processes, capture planning, and program life cycles.
• Strong relationship‑building and executive communication skills, with experience engaging at CXO and program leadership levels.
• Ability to shape and execute joint go‑to‑market strategies, teaming agreements, and OEM integrations.
• Knowledge of the defense technology ecosystem, including C4
  
  ISR, mission systems, data analytics, and digital modernization initiatives.
• Bachelor’s degree required; advanced degree or military experience preferred.

• 15 days vacation
• 9 days flexible time off
• 12 paid holidays
• Paid parental leave
• Health insurance (medical, dental, and vision)
• 401(k) retirement plan with company match and immediate vesting
• Company‑paid life and disability insurance
• Healthy Half
• Volunteering time
• Weekly fresh fruit delivery

Janes is an Equal Opportunity Employer – Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

This position is classified as Exempt under the Fair Labor Standards Act (FLSA).