DoD and Federal Partner Manager McLean, Virginia Clearance Uncleared

Overview

DoD and Federal Partner Manager — Uncleared — McLean, VA. The Federal Partner Manager will drive the growth of US sales within the DoW, DHS, 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.

• 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.

• 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