Job Description

Federal Partner Manager | Defense & Homeland Security Sales | McLean, VA

We are seeking an experienced Federal Partner Manager to drive strategic growth in the defense and federal government sector. This critical role combines B2B partnership development with direct sales, focusing on expanding our Counter-Unmanned Aircraft Systems (CUAS) solutions across the Department of Defense (DoD), Department of Homeland Security (DHS), Department of Justice (DOJ), and other federal agencies. Based in McLean, VA, you will leverage your federal contracting expertise and partner network to achieve ambitious revenue targets while enabling prime contractors, system integrators, OEMs, VARs, and technology partners to succeed in the federal marketplace.

Key Responsibilities

• Identify, recruit, and onboard strategic federal partners, including prime contractors, system integrators, and value-added resellers (VARs) to expand market reach within DoD and federal agencies
• Develop and execute joint go-to-market (GTM) strategies and partner business plans that drive mutual revenue growth and market penetration
• Build and maintain trust-based relationships with partner executives, sales teams, and technical specialists across the federal contracting ecosystem
• Manage a diverse portfolio of channel partners, providing comprehensive training, resources, and sales enablement support for CUAS solution implementation
• Generate and manage a robust sales pipeline through strategic networking and partner collaboration
• Deliver both short-term revenue wins and secure long-term programmatic contracts with federal agencies
• Provide partners with technical presentations, solution demonstrations, and proposal development support for federal procurements
• Conduct regular account mapping and strategic planning sessions with partners to identify and qualify new business opportunities
• Collaborate with partners and internal sales teams to develop capture plans and win strategies for large-scale federal contracts
• Achieve annual bookings targets by driving partner-sourced pipeline and revenue growth in assigned federal territory
• Serve as subject matter expert on CUAS technologies, articulating compelling value propositions to federal decision-makers
• Navigate complex federal procurement processes, including GSA schedules, IDIQ contracts, and compliance requirements
• Coordinate between partners and internal teams (engineering, product, legal) to support partner initiatives and contract negotiations
• Monitor competitive landscape and emerging market trends in the federal CUAS sector
• Represent the organization at industry conferences, trade shows, and government events to strengthen partner and agency relationships

Required Qualifications

• Bachelor's degree in Business, Engineering, or related field
• Minimum 5 years of experience in federal government sales, partner management, or business development with focus on DoD and federal agencies
• Proven track record of meeting or exceeding annual sales targets and bookings through partner and channel sales strategies
• Strong understanding of federal contracting, procurement processes, and compliance requirements
• Working knowledge of Counter-Unmanned Aircraft Systems (CUAS) and related defense technologies
• Excellent communication, presentation, and negotiation skills with executive-level stakeholders
• Proficiency with CRM software (Salesforce or similar platforms)
• Ability to travel up to 40% to partner locations, federal sites, and industry events
• Existing relationships with key system integrators and federal agencies in the defense technology market
• Demonstrated track record of delivering exceptional results with capacity for advancement into leadership roles

Preferred Qualifications

• Prior experience in technical or engineering roles related to RF (Radio Frequency) or cybersecurity technologies
• Experience working in a startup or fast-paced technology company environment
• Active security clearance or ability to obtain one

About McLean, Virginia

McLean is an affluent community located in Northern Virginia, just minutes from Washington, D.C. Known as a hub for government contractors, defense companies, and technology firms, McLean offers unparalleled access to federal agencies and decision-makers. The area boasts excellent schools, diverse dining and shopping options at Tysons Corner, beautiful parks along the Potomac River, and a vibrant professional community. With convenient access to major transportation corridors and Reagan National Airport, McLean provides the perfect balance of suburban quality of life and proximity to the nation's capital.

Why This Is a Great Opportunity

This role offers a unique opportunity to make a significant impact in the rapidly growing Counter-Unmanned Aircraft Systems market while working with critical federal agencies including the Department of Defense, Department of Homeland Security, and Department of Justice. You will be instrumental in shaping strategic partnerships that protect national security while driving substantial revenue growth. With a competitive annual salary range of $175,000 - $190,000, this position offers excellent compensation alongside the opportunity to work with cutting-edge technology in a mission-critical sector. You'll report directly to the VP of Federal Sales and have the autonomy to build and execute partnership strategies that directly influence company success. This role provides exceptional growth potential for professionals looking to advance their careers in federal sales and business development within the defense technology sector.

Apply Today

If you are a results-driven federal sales professional with a passion for building strategic partnerships and a proven track record in the defense sector, we want to hear from you. Join our team and play a pivotal role in expanding our mission-critical CUAS solutions across federal agencies. Qualified candidates are encouraged to apply today to take the next step in their career.

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