Federal Partner Manager

Deepgram•Remote, CA

12d•$200,000 - $250,000

About The Position

Deepgram is seeking a Federal Partner Manager to build, grow, and scale its federal partner network from the ground up. This is a builder role responsible for owning the strategy and execution for named Systems Integrator and Prime practices, alongside strategic hyperscaler alliances and channel partners. The role involves defining an AI-native federal partner motion, designing and driving sell-to, sell-through, and sell-with strategies, landing joint solutions within partner organizations, and delivering measurable partner-sourced and partner-influenced revenue. The ideal candidate is a partner leader who thrives in whitespace, has a proven record of scaling federal SI/prime and hyperscaler relationships from zero, and is passionate about using AI to revolutionize federal partner go-to-market strategies. The role emphasizes an AI-first approach, leveraging agents, automation, and data to operate at a significantly higher scale than traditional federal alliances teams.

Requirements

Must be a U.S. citizen.
7+ years in partner management, alliances, business development, or federal enterprise sales.
At least 3–5 years directly owning SI/prime or hyperscaler federal relationships.
Demonstrated track record of building sell-to, sell-through, and sell-with motions with named federal partners and delivering measurable partner-sourced and partner-influenced revenue.
Experience scaling a federal partnership from early-stage or zero.
Strong command of how federal SIs/primes operate (capture teams, delivery centers, COEs, contract vehicles, teaming agreements).
Fluency with the federal AI landscape (LLMs, agentic AI, mission software factories, FedRAMP/DoD Impact Level authorization pathways, hyperscaler federal co-sell motions).
Hands-on AI-native operator who personally uses AI tools and has built automations, agents, or data workflows.
Excellent executive presence, comfortable engaging with partner SVPs and Deepgram's executive team.
Analytical rigor, ability to instrument owned areas, use data for decision-making, and translate numbers into actionable insights.
Self-directed, high-ownership, and comfortable operating in a fast-moving, ambiguous environment.

Nice To Haves

An active security clearance.
Existing strong relationships inside at least two SI or Prime partner organizations.
Direct experience launching a joint federal offering or solution that produced repeatable agency engagements.
Background in speech, voice AI, CCaaS, or adjacent domains (AWS Connect GovCloud, Genesys Government, NICE, ServiceNow Federal).
Experience building internal AI tooling (agents, RAG systems, CRM automations) for a revenue team.

Responsibilities

Work closely with the VP of Federal and own the federal partner strategy end-to-end.
Build and execute the named-account strategy for federal and strategic hyperscaler partners, including joint value propositions, partner account plans, solution plays, and governance cadences.
Drive sell-to, sell-through, and sell-with motions: landing Deepgram as an embedded layer in partner AI platforms, standing up repeatable partner-led offerings, and co-selling into federal accounts.
Build a measurable partner-sourced and partner-influenced pipeline, setting targets, instrumenting the pipeline, and owning the revenue number.
Work alongside the partner team to build the federal partner enablement and credential/certification program, aligning Deepgram's Applied Engineering/FDE playbook with partner delivery teams.
Create joint solutions by packaging reference architectures, delivery playbooks, and offerings specific to Defense/DoW, Federal Civilian, IC, and SLED.
Design and launch partner enablement programs, including technical certifications, sales plays, demo environments, and solution-led training, as well as contract-vehicle placement.
Operate in an AI-native manner by building and deploying AI systems (agents, automations, data pipelines) to manage partner relationships and drive revenue.
Represent Deepgram externally at alliance QBRs, joint executive briefings, federal AI summits, and industry events.
Partner cross-functionally within Deepgram with Federal Account Executives, Applied Engineering, Capture/Proposal, Government Affairs, and Legal to accelerate partner-driven revenue.
Report on key federal partner metrics, including pipeline, wins, certified resources, joint solutions, and partner NPS, through monthly and quarterly dashboards and narratives.