DOD/Federal Partner Manager

Piper Companies is seeking a DOD/Federal Partner Manager to join a global counter-drone technology company based in McLean, VA. The DOD/Federal Partner Manager will lead and ensure customer success across complex, mission-critical implementations. This position will be on-site in McLean, VA five days a week!

Responsibilities of the DOD/Federal Partner Manager include:

• 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 target by 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 for the DOD/Federal Partner Manager include:

• 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.
• Experience in a startup or fast-paced technology company.

Compensation for the DOD/Federal Partner Manager include:

• Salary Range: $140,000 - $150,000
• Comprehensive Benefits: Medical, Dental, Vision, 401K, PTO, Sick Leave if required by law, and Holidays

This job opens for applications on [3.16.26]. Applications for this job will be accepted for at least 30 days from the posting date.



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Keywords: DoD Partner Manager, Federal Partner Manager, Government Partner Management, Strategic Partnerships, Channel Partnerships, Alliance Management, Systems Integrator Partnerships, Prime Contractor Relationships, Subcontractor Management, Federal Sales, DoD Sales, Defense Sales, Government Sales, Public Sector Sales, Channel Sales, Indirect Sales, Partner‑Sourced Revenue, Partner‑Led Growth, Pipeline Generation, Pipeline Management, Opportunity Qualification, Deal Support, Large Deal Capture, Bookings Targets, Revenue Growth, Federal Market Expansion

Counter‑UAS, CUAS, Counter‑Drone Technology, Counter‑Unmanned Aerial Systems, Drone Detection, Drone Mitigation, Airspace Security, RF Technologies, Radio Frequency Systems, Cyber Technologies, Electronic Warfare, Sensors, Radar Systems, Mission‑Critical Technology, Defense Technology, Dual‑Use Technology, National Security Solutions, Emerging Defense Technologies

Federal Procurement, Government Contracting, Federal Acquisition Regulations (FAR), DFARS, Contract Vehicles, GSA Schedule, IDIQ Contracts, BPA, OTA, Capture Management, Capture Planning, Win Strategies, Proposal Development, RFP Response, Compliance Requirements, Federal Lifecycle Management, Government Buying Process

Go‑To‑Market Strategy, GTM Execution, Partner Business Plans, Joint Marketing, Co‑Selling, Partner Enablement, Sales Enablement, Technical Enablement, Solution Demonstrations, Value Proposition Articulation, Customer Success, Implementation Support, Post‑Sales Support

Account Mapping, Account Planning, Territory Management, Federal Territory Ownership, Executive Relationship Management, Stakeholder Engagement, C‑Suite Relationships, Cross‑Functional Collaboration, Engineering Collaboration, Product Collaboration, Legal Coordination, Contract Negotiation Support

CRM, Sales Operations, Forecasting, Metrics Tracking, Performance Reporting, Federal Sales Tools, Startup Environment, High‑Growth Company, Fast‑Paced Technology Company, Scaling Organizations, On‑Site Role, McLean Virginia, Northern Virginia, DMV Area, Travel Required

Industry Events, Trade Shows, Conferences, DoD Conferences, Federal Networking, Partner Networking, Market Intelligence, Competitive Analysis, Federal Market Trends, Government Relations