Channel Relationship Manager, Connected Warfare

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 Channel Relationship Manager to own a a strategic channel relationship end to end for 75% of their role and perform joint team efforts the remaining 25% of their time. This partner is 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 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. This role is focused on growth.

WHAT YOU'LL DO

• Quarterback a relationship with a key channel partner. You are the single point of accountability for the outcomes of your assigned channel partner — 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
• Portfolio of Channel Partners management. You will work as a team to cover a large portfolio of other channel partners to drive growth for CW.
• Own joint pipeline and pursuits across your portfolio. Establish and run a structured cadence with partner field teams. 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 are involved in key initiatives ranging from product line owners to marketing. You are not running their work — you are making sure their work is leveraged to maximize overall outcomes.
• Be present where your partner 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.

REQUIRED QUALIFICATIONS

• 5+ 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.
• Deep knowledge of how channel sales works across resellers and distributors
• 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.