Partner Relationship Manager

Anduril Industries • Washington, DC

2d • Hybrid

About The Position

Anduril Industries is a defense technology company focused on transforming military capabilities with advanced technology. The Connected Warfare division, specifically the Partner Growth team, is responsible for building an ecosystem of partners (cloud providers, systems integrators, ISVs) to accelerate the adoption of Anduril's platform across the Department of Defense and allied governments. This role involves owning a portfolio of 5-8 strategic partnerships end-to-end, acting as the single point of accountability for pipeline, joint pursuits, integration delivery, and executive alignment. The goal is to expand Anduril's reach, develop niche solutions, and accelerate platform adoption.

Requirements

• 7+ years in alliances, partner sales, or business development.
• At least 3 years focused on managing a portfolio of multiple mid-tier Systems Integrators, regional integrators, vertical ISVs, or Cloud Service Providers, particularly within the federal space.
• Deep working knowledge of how diverse federal and commercial partners operate, including business models, market sectors, organizational structures, and go-to-market strategies.
• Proven ability to drive joint pipeline with multiple partners simultaneously, with demonstrated success in closing deals as the partner-side quarterback across a portfolio.
• Comfort working across multiple internal functions (sales, engineering, product, contracts) without formal authority, influencing and prioritizing needs across diverse partners.
• Strong written communication skills for concise deal memos, comprehensive QBRs, and credible executive briefs.
• High-ownership, high-energy, low-ego attitude.
• Eligible to obtain and maintain a U.S. Top Secret/SCI clearance.
• Must be a U.S. Person.
• Willing to travel 30–50%, with travel spread across the National Capital Region (NCR) and various partner/customer sites nationwide.

Nice To Haves

• Prior experience at a regional Systems Integrator, vertical ISV, or a Cloud Service Provider, especially in a business development, alliances, or capture role.
• Existing relationships within the mid-tier federal SI, regional integrator, or ISV ecosystem across national security, defense, or intelligence sectors.
• Familiarity with various partner enablement programs, joint solution development, and co-sell motions scalable across a portfolio of partners.
• Background in C2/C4ISR, edge compute, or DDIL operating environments.
• Prior military, intelligence community, or DoD civilian experience.

Responsibilities

• Quarterback a diverse partner portfolio, being the single point of accountability for outcomes including joint pipeline, influenced revenue, successful integrations, and executive engagement.
• Manage the overall performance and health of the partner portfolio, identifying growth opportunities and addressing challenges.
• Own joint pipeline and pursuits across the portfolio by establishing a structured cadence with partner field teams, driving account mapping with Account Executives, identifying new opportunities, and converting pipeline to bookings.
• Coordinate internal supporting functions (e.g., Co-Build, Sales, Strategic Alliances) to effectively support partner success within the portfolio.
• Travel regularly to key partner offices and customer sites where partners are delivering solutions.
• Build and maintain strong relationships at various levels within each partner organization to foster collaboration and mutual growth.
• Drive the 90-day outcome bar for the portfolio, defining and achieving clear, measurable outcomes quarterly, including closed revenue, live integrations, or launch-ready joint market moments.

Benefits

• Highly competitive equity grants
• Top-tier benefits for full-time employees
• Comprehensive, competitive benefits package (available at little to no cost to employees) ensures you’re supported in health, recovery, and whatever comes next.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed