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DeepgramDeepgramCalifornia

Federal Partner Manager

Build, scale, and own Deepgram's federal partner network of Systems Integrators, Primes, and hyperscalers from the ground up. Design AI-native sell-to/sell-through/sell-with motions, joint solutions, enablement programs, and automations to drive partner-sourced revenue in Defense, Civilian, IC, and SLED agencies. Requires 7+ years federal partnerships experience and daily hands-on AI usage.

200k – 250k/yr
Remote7+ YOEPartnerships

About the role

Responsibilities

  • Own the federal partner strategy end-to-end, including building and executing named-account strategies for federal Systems Integrators, Primes, hyperscalers, and channel partners.
  • Design and drive sell-to, sell-through, and sell-with motions with partners.
  • Build measurable partner-sourced and partner-influenced pipeline; set targets, instrument pipeline, and own the revenue number.
  • Build federal partner enablement, credential, and certification programs; align with partner delivery teams.
  • Create joint solutions, reference architectures, delivery playbooks, and offerings tailored to Defense, Federal Civilian, IC, and SLED.
  • Design and launch partner enablement programs including technical certifications, sales plays, GovCloud environments, solution training, and contract vehicle placement.
  • Be AI-native: build and deploy agents, automations, and data pipelines to scale operations (e.g., monitoring news/contracts, pipeline hygiene, generating collateral, surfacing opportunities).
  • Represent Deepgram in alliance QBRs, executive briefings, federal AI summits, and industry events.
  • Partner cross-functionally with Federal Account Executives, Applied Engineering, Capture/Proposal, Government Affairs, and Legal.
  • Own and report on federal partner dashboard metrics including pipeline, wins, certified resources, solutions, and NPS.

Requirements

  • Must be a U.S. citizen.
  • 7+ years in partner management, alliances, business development, or federal enterprise sales, with at least 3–5 years directly owning SI/prime or hyperscaler federal relationships.
  • Proven track record building sell-to/sell-through/sell-with motions and delivering measurable partner-sourced/influenced revenue.
  • Experience scaling a federal partnership from early-stage or zero.
  • Strong understanding of federal SIs/primes operations: capture teams, delivery centers, COEs, contract vehicles, teaming agreements.
  • Fluency with federal AI landscape: LLMs, agentic AI, mission software factories, FedRAMP/DoD IL authorizations, hyperscaler co-sell.
  • Hands-on AI-native operator who uses AI tools daily and has built automations, agents, or data workflows that replaced human effort.

Nice-to-Haves

  • Experience with federal contract vehicles (GSA MAS, NASA SEWP, CIO-SP3, GWACs).
  • Background in voice/speech AI or related technologies.

Skills

federal partner managementalliancesBusiness Developmentsi/prime relationshipshyperscaler alliancessell-to motionssell-through motionssell-with motionsPipeline Managementfederal ai landscapeAgentic AIFedRAMPcontract vehiclesAI Agentsautomations

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