Federal Partner Manager

Zachary Piper Solutions is seeking a Federal Partner Manager to join a global leader in RF‑cyber, non‑kinetic counter‑drone technology located in McLean, VA for a fully on-site role. The Federal Partner Manager will drive federal revenue growth by building and managing strategic partner ecosystems, enabling them with the training, resources, and strategies needed to capture and deliver CUAS solutions across the DoD and federal markets.

Responsibilities of the Federal Partner Manager:

• Identify, recruit, onboard, and manage strategic partners and systems integrators to expand market reach across the DoD and federal agencies, while building pipeline from new and existing networks and delivering both short‑term wins and long‑term designed‑in programs. 
• Develop and execute joint GTM strategies, partner business plans, and capture/win strategies for major federal procurements, ensuring partners are trained, enabled, and equipped with technical presentations, demos, proposals, and sales resources to drive mutual revenue growth. 
• Build and maintain strong, trust‑based relationships with partner executives, sales teams, and technical specialists, conducting regular account mapping and sales meetings to identify, qualify, and drive new federal business opportunities. 
• Serve as the primary liaison between partners and internal teams (engineering, product, legal) to support partner initiatives, facilitate complex contract negotiations, and ensure alignment on the client's technologies and value proposition. 
• Develop deep expertise in the federal procurement lifecycle, contract vehicles (GSA, IDIQ), compliance requirements, and the competitive CUAS landscape to strengthen market positioning and support partner success. 
• Achieve annual bookings targets by driving partner‑sourced pipeline and revenue across the assigned federal territory, while representing the company at industry events, conferences, and trade shows to reinforce relationships with partners and federal agencies. 

Qualifications for the Federal Partner Manager:

• Bachelor’s degree in a relevant field, with 5+ years of federal sales, partner management, or business development experience focused on the DoD and federal agencies, and a proven record of exceeding sales and bookings targets through partner and channel sales. 
• Strong understanding of federal contracting and procurement processes, working knowledge of CUAS and related technologies, and prior technical or engineering experience in RF or cyber technologies (highly advantageous). 
• Excellent communication, presentation, and negotiation skills, proficiency with CRM tools, and ability to travel up to 40%. 
• Established relationships with key system integrators and federal agencies in the CUAS space, demonstrated history of exceptional performance, and capacity to assume greater responsibility. 
• Experience in a startup or fast‑paced technology environment (big advantage). 

Compensation for the Federal Partner Manager:

• Salary Range: $140,000 - $150,000 *depending on experience*
• Comprehensive Benefits: Medical, Dental, Vision, 401k Plan, PTO, Holidays, Sick Leave if required by law

This job opens for applications on 2/4. Applications for this job will be accepted for at least 30 days from the posting date.

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