We are seeking a dynamic and experienced professional to join our team as a DoD and Federal Partner Manager. This pivotal role is designed for an individual who excels in both business-to-business account management and strategic sales. The successful candidate will spearhead the growth of U.S. sales within key federal departments, including the Department of Defense, Department of Homeland Security, and Department of Justice, by fostering and expanding strategic partnerships with critical stakeholders.

Key Responsibilities:

• Identify, recruit, and onboard strategic partners and systems integrators to enhance market reach within the Department of Defense and other federal entities.
• Develop and implement joint go-to-market strategies and partner business plans to drive mutual revenue growth.
• Forge and sustain strong, trust-based relationships with key partner executives, sales teams, and technical specialists.
• Oversee a portfolio of partners, ensuring they receive the necessary training, resources, and support to effectively market and implement solutions.
• Build a robust pipeline from both new and existing networks, delivering short-term wins and long-term program successes.
• Provide sales enablement support to partners, including technical presentations, solution demonstrations, and proposal development.
• Conduct regular account mapping and sales meetings with partners to identify and qualify new business opportunities.
• Collaborate with partners and internal sales teams to develop capture plans and win strategies for major federal procurements.
• Achieve specified annual bookings targets by driving partner-sourced pipeline and revenue within the assigned federal territory.
• Act as the primary liaison for partners, ensuring awareness of technologies and effectively communicating value propositions to federal customers.
• Maintain a comprehensive understanding of the federal procurement lifecycle, contract vehicles such as GSA and IDIQ, and compliance requirements.
• Serve as an intermediary between partners and internal teams, including engineering, product, and legal, to support partner initiatives and complex contract negotiations.
• Stay informed on competitive landscape and market trends related to relevant technologies in the federal sector.
• Represent the organization at industry events, trade shows, and conferences to strengthen relationships with partners and government agencies.

Qualifications:

• Bachelor's degree in a related field.
• Minimum of 5 years of experience in federal sales, partner management, or business development, with a focus on the Department of Defense and federal agencies.
• Proven track record of achieving or exceeding sales targets 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 history of delivering exceptional results and capacity to assume greater responsibility.
• Prior experience in a technical or engineering role related to RF or cyber technologies is a significant advantage.
• Experience in a startup or fast-paced technology company is highly desirable.

Location: Mclean, VA (Office-based, no remote option)