Partner Relationship Manager, Systems Integrator

Anduril; Washington (District of Columbia); On-site; USD 140,000 - 180,000; Full time

Job summary

Anduril Industries is seeking a Partner Relationship Manager to own strategic System Integrator relationships end to end. You will be the quarterback for joint pipeline, influenced revenue, and successful integrations across federal partners, coordinating with sales, engineering, and contracts to ensure outcomes.

You will spend significant time at SI partner offices in the National Capital Region and at customer sites, driving executive alignment and quarterly outcomes.

Qualifications

• 7+ years in alliances, partner sales, or business development with federal SIs
• Experience with Tier 1 federal SIs (e.g., Accenture Federal, Deloitte, Leidos, SAIC)
• Ability to drive joint pipeline and close deals with federal partners
• Strong written communication; ability to author deal memos, QBRs, and executive briefs

Responsibilities

• Manage and own strategic SI partnerships end to end
• Own joint pipeline, pursuits, and revenue with SI partners
• Coordinate with internal teams (Sales, Engineering, Contracts, Co-Build) to deliver joint outcomes
• Spend significant time at SI partner offices in the National Capital Region and at customer sites
• Build trust and executive alignment across partner organizations
• Define quarterly 90-day outcomes: revenue, live integration, or market moments

Skills

Alliances & partnerships

Partner sales

Business development

Federal government processes

Strategic communication

Cross-functional collaboration

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 Partner Relationship Manager to own strategic 2-3 Systems Integrator (SI) relationships end to end. Our strategic SIs are critical to Anduril's mission, serving as primary integrators into the Department of Defense, co-developers of complex solutions, and co-sellers into many of our most important pursuits. This role serves as the single point of accountability for all aspects of your assigned SI partnerships: pipeline, joint pursuits, integration delivery, and executive alignment. While you won't own every task yourself, you will be accountable for every outcome.

WHAT YOU'LL DO

• Quarterback strategic SI partnerships. You are the single point of accountability for your assigned SI partners' outcomes - joint pipeline, influenced revenue, successful integrations, and executive engagement. When a strategic SI partner underperforms, you answer for it.
• Own joint pipeline and pursuits. Run the weekly cadence with SI partner field teams. Drive account mapping with our Account Executives. Surface deals, unblock them, and convert pipeline to bookings. Implement source-tag governance for every partner-influenced deal.
• Coordinate the supporting functions. Ensure internal teams (e.g., Co-Build for joint engineering efforts, Sales for SI partner adoption of our platform, Strategic Alliances for executive alignment) are effectively supporting and contributing to SI partner outcomes. You are not running their work - you are making sure their work shows up in successful partner delivery and growth.
• Be present where partners operate. You will spend significant time at key SI partner offices in the National Capital Region (NCR) and at customer sites where our partners are delivering solutions. This is not a Salesforce-from-home role.
• Build the trust layer. Strategic SI partnership velocity is a function of trust between specific people. You will build and maintain those relationships at various levels within the SI partner organization (e.g., sector leads, account managers, technical leads, program managers) - not just the dedicated partnership office.
• Drive the 90-day outcome bar. Every quarter, each strategic SI partner produces at least one of: closed revenue, a live integration in a customer's hands, or a launch-ready joint market moment. You are responsible for defining which one and ensuring its delivery.

REQUIRED QUALIFICATIONS

• 7+ years in alliances, partner sales, or business development - with at least 3 years working directly with or at multiple Tier 1 federal Systems Integrators (e.g., Accenture Federal, Deloitte, Leidos, SAIC).
• Deep working knowledge of how leading federal SIs operate: market sectors, organizational structures (e.g., principal/senior associate/lead architecture), capture models, SI delivery models, and how SIs win federal work.
• Proven ability to drive joint pipeline with a federal SI - not just relationship maintenance. You can show closed deals where you were the partner-side quarterback.
• Comfort working across multiple internal functions (sales, engineering, product, contracts) without needing formal authority over them. You influence, you don't escape.
• Strong written communication. You can write a one-page deal memo, a clean QBR, and a credible executive brief without help.
• High-ownership, high-energy, low-ego. This is a quarterback role. Quarterbacks take the hit when the team loses.

PREFERRED QUALIFICATIONS

• Prior experience at a leading federal Systems Integrator in a market sector, capture, or partnerships role.
• Existing relationships with key leaders within f