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DoD / Federal Partner Manager

DoD / Federal Partner Manager

D-Fend SolutionsWashington, DC, United States
2 days ago
Job type
  • Full-time
Job description

PositionSummary :

TheFederalPartnerManagerwilldrivethegrowthofUSsaleswithintheDepartmentofWar(DoW),DepartmentofHomeland(DHS)andJustice(DOJ)andotherfederalagenciesbyestablishingandexpandingstrategicpartnerships.ThisroleisahybridofB2Baccountmanagementanddirectsales,focusedonenablingandcollaboratingwithprimecontractors,systemintegrators,OEM’s,value-addedresellers(VARs),andtechnologypartners.Theidealcandidatepossessesastrongunderstandingofthefederalprocurementprocessandaproventrackrecordofgrowingrevenuethroughpartnerchannels,alltowardachievingadefinedannualbookingstarget.

ThispositionwillreporttotheVP,FederalSales,andisbasedintheD-FendsolutionsMcleanVAoffice.

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 targetby driving partner-sourced pipeline and revenue for the assigned federal territory.
  • Serve as the focal point for partners, ensuring awareness of D-Fend Solutions 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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    Partner Manager • Washington, DC, United States