Federal Business Development Manager

Piper Companies is seeking a driven Partner &
Federal Business Development Manager to support the U.S. expansion of a defense corporation by raising their presence across the Department of Defense and federal agencies. This role blends relationship-building, federal market expertise, and hands-on execution to accelerate growth in the CUAS and adjacent technology sectors. This role is 100% on-site with 25% travel, based in McLean, Virginia.
Responsibilities of the BD Manager:

• Identify, recruit, and onboard strategic partners and systems integrators to expand market reach across DoD and federal agencies.
• Develop and execute joint go‑to‑market strategies, partner business plans, and capture approaches for major federal opportunities.
• Provide partners with the training, resources, and support needed to effectively position, sell, and implement CUAS solutions.
• Drive pipeline generation through new and existing partner networks, delivering both short‑term wins and long‑term program opportunities.
• Lead sales enablement activities, including technical presentations, solution demonstrations, and proposal support.
• Conduct account mapping and joint sales engagements to identify and qualify new opportunities.
• Collaborate with internal engineering, product, and legal teams to support partner initiatives and complex deal structures.
• Maintain deep knowledge of federal procurement processes, key contract vehicles (GSA, IDIQ, etc.), and market trends.

• Bachelor’s degree in a relevant field.
• 5+ years of experience in federal sales, partner management, or business development, focused on DoD and federal agencies.
• Proven record of achieving sales and bookings targets through partner and channel engagement.
• Strong understanding of federal procurement, contracting, and CUAS‑related technologies.
• Excellent communication, presentation, and negotiation skills.
• Proficiency with CRM tools; ability to travel up to 30%.

Compensation for the BD Manager:

• $,000 direct hire salary
• Comprehensive Benefits package:
  Medical, Dental, Vision, 401K, PTO

This job opens for applications on 01/27/2026. Applications for this job will be accepted for at least 30 days from the posting date.

Keywords: Partner management, federal sales, DoD sales, channel sales, federal business development, government sales, defense sales, federal territory management, partner‑sourced revenue, annual bookings, strategic partnerships, systems integrators, channel strategy, partner onboarding, partner enablement, joint go‑to‑market, account mapping, capture planning, pipeline development, partner ecosystem, CUAS, counter‑UAS, defense technology, RF technologies, cyber technologies, unmanned systems, federal procurement, contract vehicles, GSA, IDIQ, federal acquisition, government contracting, sales enablement, proposal development, technical presentations, solution demonstrations, negotiation, executive engagement, opportunity qualification, relationship building, customer engagement, CRM proficiency, communication skills, presentation skills, cross‑functional collaboration, stakeholder management, results‑driven, fast‑paced environment, startup experience, strategic planning, territory growth, revenue generation, high‑impact execution, scalable programs

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