Federal Partner Manager

About the role

This is a foundational role focused on building and expanding Deepgram's presence within the federal sector through strategic partnerships. You will be instrumental in developing and executing a novel approach to federal go-to-market, driven by AI and automation. Your work will directly contribute to scaling our impact with key systems integrators, prime contractors, and hyperscalers.

Key facts

What you'll do

• Develop and implement the overall federal partner strategy, focusing on named systems integrators, prime contractors, and strategic hyperscalers.
• Design and drive engagement models including "sell-to," "sell-through," and "sell-with" initiatives, embedding Deepgram's technology into partner offerings and co-selling opportunities.
• Establish and manage measurable partner-sourced and partner-influenced revenue pipelines, setting and achieving quarterly and annual targets.
• Collaborate with product and engineering teams to create joint solutions and reference architectures tailored to federal agency needs across Defense, Civilian, Intelligence, and SLED sectors.
• Build and launch comprehensive partner enablement programs, including technical certifications, sales training, and access to GovCloud environments.
• Actively utilize and deploy AI systems and automations to enhance partner operations, such as monitoring contract awards, automating pipeline hygiene, and generating partner-specific content.
• Represent Deepgram at industry events, executive briefings, and partner QBRs, articulating our vision for federal Voice AI.
• Foster strong cross-functional collaboration within Deepgram, working with federal account executives, applied engineering, and legal teams to accelerate partner-driven revenue.
• Own and report on key federal partner metrics, including pipeline, wins, and enablement progress, providing clear and data-driven narratives.

Requirements

• Must be a U.S. citizen.
• Possess at least 7 years of experience in partner management, alliances, business development, or federal enterprise sales, with a minimum of 3-5 years specifically managing federal systems integrator, prime contractor, or hyperscaler relationships.
• Proven ability to build and scale federal partnership motions from inception, not inheriting an established program.
• Deep understanding of federal systems integrator and prime contractor operational dynamics, including capture processes, delivery organizations, contract vehicles, and teaming structures.
• Familiarity with the federal AI landscape, including LLMs, agentic AI, mission software factories, FedRAMP and DoD authorization processes, and hyperscaler federal co-sell motions.
• Demonstrated hands-on experience using AI tools daily to build automations, agents, or data workflows that have replaced significant human effort.
• Strong executive presence, with the ability to engage effectively with senior leaders at partner organizations and within Deepgram.
• Analytical mindset, with a track record of instrumenting owned areas, using data to inform decisions, and translating metrics into actionable insights.
• High degree of self-direction and ownership, comfortable operating effectively in a dynamic and evolving environment.

Nice to have

• An active security clearance.
• Established relationships with key contacts within at least two major SI or Prime partner organizations.
• Experience launching joint federal offerings or solutions that have resulted in repeatable agency engagements.
• Background in speech AI, voice AI, contact center as a service (CCaaS), or related domains such as AWS Connect GovCloud, Genesys Government, NICE, or ServiceNow Federal.
• Prior experience building internal AI tooling, such as agents, RAG systems, or CRM automations, for revenue-generating teams.

Skills & tools

• AI systems and automation development
• Federal Systems Integrator and Prime Contractor engagement
• Hyperscaler alliance management
• Partner pipeline management and forecasting
• Joint solution development
• Federal contracting vehicles (GSA MAS, NASA SEWP, CIO-SP3, GWACs)
• Voice AI technologies (STT, TTS)
• CRM platforms
• Data analysis and reporting

Practical notes

• U.S. Citizenship is required.
• Travel requirements are not specified.
• Benefits highlights are not specified.
• Application notes are not specified.