Anduril Industries is a defense technology company with a mission to transform U.S. and allied military capabilities with advanced technology. By bringing the expertise, technology, and business model of the 21st century’s most innovative companies to the defense industry, Anduril is changing how military systems are designed, built and sold. Anduril’s family of systems is powered by Lattice OS, an AI-powered operating system that turns thousands of data streams into a realtime, 3D command and control center. As the world enters an era of strategic competition, Anduril is committed to bringing cutting-edge autonomy, AI, computer vision, sensor fusion, and networking technology to the military in months, not years.
ABOUT THE TEAM
The Connected Warfare division provides the joint, time-sensitive, multi-domain, ubiquitous, connected mesh ecosystem built from hardware, software, and partners to solve mission command problems. This mesh powers applications and unifies Anduril capabilities that provide mission command to the warfighter and allow real-time decisions at the tactical, operational, and strategic levels of war. Within Connected Warfare, the Partner Growth team is responsible for building the ecosystem of cloud providers, systems integrators, ISVs, and strategic partners that accelerate adoption of Anduril's platform across the Department of Defense and allied governments.
ABOUT THE ROLE
We are looking for a Partner Relationship Manager to own a portfolio of 5-8 strategic partnerships end to end. This portfolio will include high-growth regional integrators, specialized mid-tier Systems Integrators (SIs), vertical Independent Software Vendors (ISVs), and potentially Cloud Service Providers (CSPs). These partners are crucial for expanding Anduril's reach, developing niche solutions, and accelerating platform adoption across various segments of the Department of Defense and allied governments. This role serves as the single point of accountability for all aspects of your assigned partner portfolio: pipeline, joint pursuits, integration delivery, and executive alignment. While you won't own every task yourself, you will be accountable for every outcome across your portfolio.
WHAT YOU'LL DO
- Quarterback a diverse partner portfolio. You are the single point of accountability for the outcomes of your assigned 5-8 strategic partners — including joint pipeline, influenced revenue, successful integrations, and executive engagement. You will manage the overall performance and health of your portfolio, identifying growth opportunities and addressing challenges.
- Own joint pipeline and pursuits across your portfolio. Establish and run a structured cadence with partner field teams. Drive account mapping with our Account Executives, identifying new opportunities across multiple partners. Surface deals, unblock them, and convert pipeline to bookings, ensuring appropriate source-tag governance for all partner-influenced deals.
- Coordinate the supporting functions efficiently. Ensure internal teams (e.g., Co-Build for joint engineering efforts, Sales for partner adoption of our platform, Strategic Alliances for executive alignment) are effectively supporting and contributing to the success of partners within your portfolio. You are not running their work — you are making sure their work is leveraged to maximize overall portfolio outcomes.
- Be present where your partners operate. You will travel regularly to key partner offices in the National Capital Region (NCR) and other strategic locations, as well as to customer sites where our partners are delivering solutions. This role requires active engagement and on-site presence, not just remote management.
- Build the trust layer. Partnership velocity across your portfolio is a function of trust between specific people. You will build and maintain strong relationships at various levels within each partner organization (e.g., sector leads, account managers, technical leads, program managers) to foster collaboration and mutual growth.
- Drive the 90-day outcome bar for your portfolio. Work with each partner to define and achieve clear, measurable outcomes quarterly. For your portfolio as a whole, this will include a combination of closed revenue, live integrations in customer hands, or launch-ready joint market moments.
REQUIRED QUALIFICATIONS
- 7+ years in alliances, partner sales, or business development, with 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: understanding varying business models, market sectors, organizational structures, and go-to-market strategies of different partner types.
- Proven ability to drive joint pipeline with multiple partners simultaneously — not just relationship maintenance. You can show closed deals where you were the partner-side quarterback across a portfolio.
- Comfort working across multiple internal functions (sales, engineering, product, contracts) without needing formal authority over them. You influence, you don't escalate, and you can effectively prioritize needs across a diverse set of partners.
- Strong written communication. You can write concise deal memos, comprehensive QBRs (Quarterly Business Reviews) for a portfolio, and credible executive briefs without help.
- High-ownership, high-energy, low-ego. This is a quarterback role for a portfolio. Quarterbacks take the hit when the team loses.
PREFERRED QUALIFICATIONS
- 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.
ELIGIBILITY
- Eligible to obtain and maintain a U.S. Top Secret/SCI clearance.
- Must be a U.S. Person due to required access to U.S. export-controlled information or facilities.
- Willing to travel 30–50%, with travel spread across the National Capital Region (NCR) and various partner/customer sites nationwide.
US Salary Range
$166,000—$220,000 USD
The salary range for this role is an estimate based on a wide range of compensation factors, inclusive of base salary only. Actual salary offer may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Highly competitive equity grants are included in the majority of full time offers; and are considered part of Anduril's total compensation package. Additionally, Anduril offers top-tier benefits for full-time employees, including:
Benefits
At Anduril, we invest in our people. Our comprehensive, competitive benefits package (available at little to no cost to employees) ensures you’re supported in health, recovery, and whatever comes next. For more information, Explore Our Benefits.
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