NPAworldwide · 11 hours ago
DoD and Federal Partner Manager
McLean, VA
Full-time
Hybrid
Senior Level
$175K/yr - $190K/yr
5+ years expNPAworld is seeking a Federal Partner Manager to drive the growth of US sales within various federal agencies, including the Department of War, Department of Homeland Security, and the Department of Justice. This role focuses on establishing and expanding strategic partnerships to achieve defined annual bookings targets through B2B account management and direct sales.
Recruiting
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 target by driving partner-sourced pipeline and revenue for the assigned federal territory
Serve as the focal point for partners, ensuring awareness of our 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
Qualification
Required
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
Preferred
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
Company
NPAworldwide
NPAworldwide is a global recruiting network that facilitates placements that result in split fees.
2-10 employees
Funding
Current Stage
Early StageRecent News
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