The posting
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 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.
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:
Benefits
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.
Protecting Yourself from Recruitment Scams
Anduril is committed to maintaining the integrity of our Talent acquisition process and the security of our candidates. We've observed a rise in sophisticated phishing and fraudulent schemes where individuals impersonate Anduril representatives, luring job seekers with false interviews or job offers. These scammers often attempt to extract payment or sensitive personal information.
To ensure your safety and help you navigate your job search with confidence, please keep the following critical points in mind:
- No Financial Requests: Anduril will never solicit payment or demand personal financial details (such as banking information, credit card numbers, or social security numbers) at any stage of our hiring process. Our legitimate recruitment is entirely free for candidates.
- Please always verify communications: Direct from Anduril: If you receive an email from one of our recruiters, it will only come from an @anduril.com address. Via Agency Partner: If contacted by a recruiting agency for an Anduril role, their email will clearly identify their agency. If you suspect any suspicious activity, please verify the agency's authenticity by reaching out to [email protected].
- Exercise Caution with Unsolicited Outreach: If you receive any communication that appears suspicious, contains grammatical errors, or makes unusual requests, do not engage. Always confirm the sender's email domain is @anduril.com before providing any personal information or clicking on links.
- What to Do If You Suspect Fraud: Should you encounter any questionable or fraudulent outreach claiming to be from Anduril, please report it immediately to [email protected]. Your proactive caution is invaluable in protecting your personal information and upholding the security and trustworthiness of our recruitment efforts.
Data Privacy
To view Anduril's candidate data privacy policy, please visit https://anduril.com/applicant-privacy-notice/.
By submitting your application, you consent to Anduril Industries using a third-party service provider to conduct pre-employment risk, integrity, and due diligence screening and assessing potential risks as part of your application process. This third-party service provider provides risk-intelligence services that may include analysis of sanctions and watchlists, adverse media, public-record information, and other lawful open-source or commercial data sources. This third-party service provider does not act as a consumer reporting agency. Use of this provider helps to ensure compliance with applicable laws and protect technology, intellectual property, and organizational security.
