DoD / Federal Partner Manager

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 :

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