Federal Partner Manager

What you'll do

Work closely with the VP of Federal and own the federal partner strategy end-to-end. Build and execute the named-account strategy for federal and strategic hyperscaler partners; including joint value propositions, partner account plans, solution plays, and governance cadences with each partner's alliances and delivery leadership.

• Drive sell-to, sell-through, and sell-with motions:
• Sell-to: Land Deepgram as the embedded speech/voice AI layer inside each SI/prime's own AI platforms, mission software factories, and delivery accelerators.
• Sell-through: Stand up repeatable SI/prime-led offerings (agency contact center transformation, DoD voice-enabled C2/ISR analytics, benefits-processing voice AI) that the partner takes to its agency customers under its own contract vehicle.
• Sell-with: Co-sell into named federal accounts with SI and hyperscaler account teams, owning joint pipeline, forecast, and deal execution alongside Deepgram's Federal Account Executives.
• Build a measurable partner-sourced and partner-influenced pipeline. Set quarterly and annual targets with each partner, instrument the pipeline end-to-end, and own the number.
• Work alongside the partner team to build the federal partner enablement and credential/certification program. Align Deepgram's Applied Engineering/FDE playbook with SI and hyperscaler delivery teams.
• Create the joint solutions. Work with product, engineering, solutions architects, and each partner's industry/mission practices to package reference architectures, delivery playbooks, and offerings specific to Defense/DoW, Federal Civilian, IC, and SLED.
• Enable at scale. Design and launch partner enablement — technical certifications, sales plays, GovCloud demo environments, and solution-led training — plus contract-vehicle placement (GSA MAS, NASA SEWP, CIO-SP3, GWACs); so hundreds of partner sellers and practitioners can position, demo, and deliver Deepgram.
• Be AI-native in how you work. This is a defining part of the role. You will build and deploy AI systems — agents, automations, data pipelines — to do the job of a conventional 5–10 person federal alliances team. Examples:
  • Agents that monitor SI/prime alliance news, contract awards, GSA Schedule updates, and account movements, and auto-draft briefs.
  • Automated partner-sourced pipeline hygiene, account mapping, and co-sell attribution using Deepgram's CRM, Slack, and partner portals.
  • AI-generated partner-specific collateral, solution briefs, and enablement content tuned to each partner's agency vertical.
  • Data pipelines that join Deepgram's CRM with partner account maps and public procurement signals (SAM.gov, USASpending) to surface the next-best co-sell opportunity every week.
• Represent Deepgram externally. Be the senior face of Deepgram in alliance QBRs, joint executive briefings, federal AI summits (AFCEA, ACT-IAC, GITEC), and industry events. Carry a consistent point of view on where federal voice AI is going and where Deepgram fits in the SI/prime agenda.
• Partner cross-functionally inside Deepgram. Work closely with Federal Account Executives (Defense, Federal Civilian, IC, SLED), Applied Engineering, Capture/Proposal, Government Affairs, and Legal to remove friction and accelerate partner-driven revenue.
• Report on what matters. Own the federal partner dashboard: partner-sourced pipeline, partner-influenced pipeline, joint wins, certified resources, joint solutions launched, and partner NPS; with crisp, honest narratives each month and quarter.

What you bring

• 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.
• Demonstrated track record of building sell-to, sell-through, and sell-with motions with named federal partners and delivering measurable partner-sourced and partner-influenced revenue.
• Experience scaling a federal partnership from early-stage or zero — not inheriting a mature program.
• Strong command of how federal SIs/primes actually operate: capture teams, delivery centers, COEs, contract vehicles, teaming agreements, and how deals get sourced and staffed inside them.
• Fluency with the federal AI landscape — LLMs, agentic AI, mission software factories, FedRAMP/DoD Impact Level authorization pathways, and hyperscaler federal co-sell motions.
• Hands-on AI-native operator. You personally use AI tools every day — not as a talking point. You have built automations, agents, or data workflows that replaced meaningful human effort, and you can show us.
• Excellent executive presence — comfortable opening and advancing conversations with partner SVPs, federal practice leads, and Deepgram's own executive team.
• Analytical rigor. You instrument what you own, tell the truth with data, and translate numbers into decisions.
• Self-directed, high-ownership, and comfortable operating in a fast-moving, ambiguous environment.

It would be great if you also had

• An active security clearance is a bonus, not a requirement.
• Existing strong relationships inside at least two of SI or Prime partner organizations.
• Direct experience launching a joint federal offering or solution that produced repeatable agency engagements.
• Background in speech, voice AI, CCaaS, or adjacent domains (AWS Connect GovCloud, Genesys Government, NICE, ServiceNow Federal).
• Experience building internal AI tooling — agents, RAG systems, CRM automations — for a revenue team.