Federal, Aerospace, & Defense (FA&D) Partner Manager

Develop and execute partner go-to-market strategies aligned with Federal, Aerospace, and Defense business objectives.
Build, manage, and expand strategic relationships with resellers, system integrators, defense contractors, consulting partners, and technology alliances.
Establish executive-level relationships and governance models that promote accountability, strategic alignment, and measurable partner growth.
Lead quarterly business reviews, joint business planning, account planning, and other structured partner-management processes.
Drive partner-sourced and partner-influenced pipeline growth across federal agencies, aerospace organizations, defense accounts, intelligence organizations, and government contractors.
Collaborate with partners and internal teams to develop targeted demand-generation campaigns, events, enablement programs, and other pipeline-creation initiatives.
Lead partner enablement across sales, pre-sales, professional services, customer success, technical support, and related functions.
Work with partners to forecast pipeline, bookings, and revenue opportunities accurately and consistently.
Align partners with broader sales, services, renewals, customer success, product, and technical ecosystems to maximize customer and commercial outcomes.
Support strategic account planning with internal account teams and partner organizations.
Identify and develop new partnership opportunities that strengthen market presence across Federal, Defense, Intelligence, Aerospace, and Government Contractor segments.
Advocate internally for partner requirements while maintaining alignment with organizational objectives and partner-program standards.
Drive partner compliance with applicable Federal and Defense requirements, certifications, and program expectations.
Lead cross-functional initiatives and coordinate stakeholders across a matrixed organization to ensure successful execution.
Requirements
5–7 years or more of relevant professional experience in partner management, channel sales, strategic alliances, business development, strategic account management, or enterprise software sales.
Demonstrated experience managing strategic partnerships with system integrators, government contractors, aerospace organizations, defense-focused technology partners, consulting firms, resellers, or similar organizations.
Strong understanding of the Federal Government, Aerospace, and Defense industry landscape.
Experience working within complex partner ecosystems and navigating long, multi-stakeholder enterprise sales cycles.
Demonstrated ability to develop joint business plans, manage partner relationships, create pipeline, support revenue growth, and execute measurable business strategies.
Strong financial planning, forecasting, pipeline management, and business execution capabilities.
Knowledge of enterprise software sales methodologies and complex sales processes.
Familiarity with Digital Thread, PLM, CAD, ALM, SLM, SaaS, or industrial digital transformation solutions is preferred.
Understanding of Federal acquisition processes, defense procurement structures, and government contractor business models is highly desirable.
Experience supporting government, aerospace, defense, or manufacturing digital transformation initiatives is strongly preferred.
Exceptional written, verbal, presentation, negotiation, and executive communication skills.
Strong strategic thinking, problem-solving, relationship-management, and stakeholder-influencing abilities.
Demonstrated ability to lead cross-functional initiatives within matrixed organizations.
Bachelor’s degree or equivalent professional experience required; a Master’s degree or MBA is preferred.
Must be authorized to work in the United States without current or future employment-based immigration sponsorship.
Benefits
Anticipated annual compensation range of $150,000–$200,000 USD, encompassing base salary and on-target incentive compensation.
Compensation may vary based on skills, qualifications, experience, and location.
Employee share purchase program offering the opportunity to purchase company stock at a discount.
Certain roles may be eligible for equity programs.
Medical, dental, and vision insurance, subject to eligibility.
Paid time off and sick leave.
401(k) contributions and employer matching.
Flexible spending accounts.
Life insurance and disability coverage.
Tuition reimbursement.
Commuter subsidy for eligible office-assigned employees.
Fully remote work environment within the United States.
Opportunity to work with strategic partners across Federal, Aerospace, and Defense markets.
Exposure to complex enterprise technology, digital transformation, and partner-led growth initiatives.

Employment type
Full-time

Work arrangement
Yes