DoD and Federal Partner Manager
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Overview
Job Description
Cooperidge Consulting Firm is seeking a Federal Partner Manager (DoD & Federal Agencies) for a high-growth leader in Counter-UAS (CUAS) technology.
Reporting directly to the VP of Federal Sales, this executive-level role is responsible for accelerating U.S. sales growth across the DoD, DHS, and DOJ. You will be the architect of the firm's channel ecosystem, blending B2B partner management with direct federal sales motions. The mission is to recruit, enable, and scale a elite portfolio of Prime Contractors, System Integrators, and VARs to "design-in" our CUAS solutions into long-term federal programs. This is a high-impact seat for a strategic closer who understands the nuance of federal procurement cycles and possesses a robust network within the McLean/D.C. defense community.Job Responsibilities
- Strategic Channel Development: Identify and onboard Tier-1 Systems Integrators and strategic partners to expand market penetration within the DoD and civilian federal agencies.
- Go-To-Market (GTM) Strategy: Design and execute joint GTM plans and revenue-driving initiatives that align partner capabilities with federal mission requirements.
- Pipeline Engineering: Build and maintain a robust multi-year pipeline through partner networks, focusing on both short-term wins and long-term "designed-in" programs.
- Sales Enablement: Lead technical presentations and solution demonstrations to ensure partners are fully equipped to position CUAS technologies effectively.
- Capture Management: Collaborate with internal and external teams to develop win plans and capture strategies for major IDIQ, GSA, and OTA contract vehicles.
- Account Mapping: Conduct regular pipeline reviews and joint account mapping with partner executives to uncover and qualify new opportunities.
- Contract Liaison: Serve as the primary technical and commercial liaison between partners and internal Engineering, Product, and Legal teams for complex contract negotiations.
- Market Advocacy: Represent the firm at major defense industry events and trade shows to strengthen the brand's position within the federal CUAS ecosystem.
Requirements
Qualifications
Education & Experience
- Bachelor’s degree in a related field is REQUIRED.
- Minimum of 5–8+ years of experience in Federal Sales or Partner Management specifically supporting the DoD and federal agencies.
- Proven track record of meeting or exceeding $10M+ annual bookings targets through partner-led sales.
- Industry Knowledge: Deep understanding of the federal procurement ecosystem, including GSA, IDIQs, and federal acquisition pathways.
Technical Skills & Background
- Working knowledge of CUAS, RF, Cyber, or adjacent defense/security technologies is highly preferred.
- Experience in a fast-paced startup or high-growth technology environment is a significant advantage.
- Proficiency with modern CRM platforms and capture management tools.
Soft Skills & Network
- Established Relationships: Must bring an existing network of key System Integrators and federal agency stakeholders in the D.C. metro area.
- Negotiation: Exceptional presentation and high-stakes negotiation skills.
- Mobility: Willingness to travel up to 40% to partner and agency sites.
Benefits
- Comprehensive health, vision, and dental insurance plans
- Life insurance coverage
- 401(k) retirement plan with company matching contributions
- Paid time off including vacation, sick leave, and holidays
- Opportunities for career growth and advancement
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