Federal Partner Manager

About the role

This is a builder role. You will own the strategy and execution for our named Systems Integrator and Prime practices alongside strategic hyperscaler alliances and channel partners. You will define what a world-class AI-native federal partner motion looks like at Deepgram. You will design and drive sell-to, sell-through, and sell-with motions, land Deepgram as the embedded speech/voice AI layer inside each SI/prime's own AI platforms, mission software factories, and delivery accelerators. You will stand up repeatable SI/prime-led offerings such as agency contact center transformation, DoD voice-enabled C2/ISR analytics, and benefits-processing voice AI that the partner takes to its agency customers under its own contract vehicle. You will 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. You will 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. You will work alongside the partner team to build the federal partner enablement and credential/certification program. You will align Deepgram's Applied Engineering/FDE playbook with SI and hyperscaler delivery teams. You will create the joint solutions. You will 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. You will enable at scale by designing and launching 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. You will be AI-native in how you work. 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 include 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. You will represent Deepgram externally by being the senior face of Deepgram in alliance QBRs, joint executive briefings, federal AI summits (AFCEA, ACT-IAC, GITEC), and industry events. You will carry a consistent point of view on where federal voice AI is going and where Deepgram fits in the SI/prime agenda. You will partner cross-functionally inside Deepgram 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. You will report on what matters by owning 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.

Responsibilities

• 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 by designing and launching partner enablement — technical certifications, sales plays, GovCloud demo environments, and solution-led training — plus contract-vehicle placement (GSA MAS, NASA SEWP, CIO-SP3, GWACs)
• Be AI-native in how you work
• Represent Deepgram externally by being 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 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 by owning 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

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. 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 rep