Channel Relationship Manager, Connected Warfare

Anduril; Washington (District of Columbia); On-site; USD 140,000 - 210,000; Full time

Job summary

Anduril Industries seeks a Channel Relationship Manager to own and drive strategic channel partnerships end-to-end within the Department of Defense ecosystem. You will be accountable for partner pipelines, joint pursuits, integrations, and executive alignment, while collaborating with internal teams and traveling to partner offices and customer sites as needed.

The role focuses on growth, managing a portfolio of mid-to-large federal/industry partners, driving joint opportunities, and ensuring

Qualifications

• 5+ years in alliances, partner sales or business development with portfolio management experience.
• Deep knowledge of federal and commercial partner operations and go-to-market models.
• Experience driving joint pipelines with multiple partners simultaneously.
• Ability to influence across sales, engineering, product and contracts without formal authority.
• Strong written communication for deal memos and quarterly reviews.

Responsibilities

• Act as the single point of accountability for a channel partner portfolio, joint pipeline, and partner-influenced deals.
• Manage a large portfolio of channel partners to drive CW growth.
• Own joint pipeline and pursuits, establish cadence with partner field teams, surface deals and convert pipeline to bookings.
• Coordinate internal teams (product, marketing, contracts) to leverage resources for outcomes.
• Travel regularly to partner offices in the NCR and other strategic locations, and to customer sites.
• Build and maintain trust across partner organizations to accelerate velocity and mutual growth.

Skills

Alliances

Partner sales

Business development

Portfolio management

Executive engagement

Federal government sales

Job description

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 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 escape, 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 exec