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.

• 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.

This role leads strategic partnerships across the Federal Government, Aerospace, and Defense ecosystem, with a strong focus on pipeline creation, revenue growth, and market expansion.
You will manage relationships with resellers, system integrators, defense contractors, consulting firms, and technology partners.
The position combines partner management, channel sales, business development, executive engagement, and cross-functional program leadership.
You will develop joint go-to-market strategies, strengthen partner capabilities, and create measurable opportunities across complex enterprise markets.
Working closely with sales, marketing, services, product, and customer success teams, you will help align partners with broader commercial objectives.
The role offers a highly collaborative environment with exposure to digital transformation, enterprise software, and strategic technology initiatives.
As a remote leader, you will help expand partner-led growth across some of the most complex and highly regulated technology markets in the United States.