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.