Channel Relationship Manager, Connected Warfare

Anduril Industries, Inc.; Washington (District of Columbia); On-site; USD 166,000 - 220,000; Full time

Job summary

Anduril Industries in Washington, DC is seeking a Channel Relationship Manager to own a strategic channel relationship end to end for 75% of the role and support joint efforts the remaining 25%. The partner is crucial for expanding Anduril's reach, developing niche solutions, and accelerating platform adoption across the Department of Defense and allied governments.

You will be the single point of accountability for assigned partner outcomes, manage a portfolio, coordinate internal teams, and

Qualifications

• 5+ years in alliances, partner sales, or business development, with at least 3 years managing a portfolio of mid-tier partners in the federal space.
• Deep knowledge of how federal and commercial partners operate and go-to-market strategies.
• Proven ability to drive joint pipeline with multiple partners; demonstrated partner-side quarterback experience.
• Ability to collaborate across sales, engineering, product, and contracts without formal authority.
• Strong written communication for concise deal memos and executive briefs.
• Willing to travel 30-50% across the National Capital Region and nationwide.

Responsibilities

• 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.
• 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.
• 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 to foster collaboration and mutual growth.

Skills

Alliances & partnerships

Channel sales

Portfolio management

Federal government market

Executive communication

Job description

Channel Relationship Manager, Connected Warfare

Washington, District of Columbia, United States

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 Channel Relationship Manager to own a a strategic channel relationship end to end for 75% of their roleand 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 Defenseand allied governments. This role serves as the single point of accountability for all aspects of your assigned partnerpipeline, joint pursuits, integration delivery, and executive alignment. While you won't own every task yourself, you will beaccountable 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 elevate, 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:

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 .

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Anduril Industries’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A \"disabled veteran\" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A \"recently separated veteran\" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An \"active duty wartime or campaign badge veteran\" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An \"Armed forces service medal veteran\" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.