Partner Manager - Federal Systems Integrators

This role is based in Sterling, VA.

We at Bohemia Interactive Simulations are global leaders in advanced simulation and training solutions. With cutting-edge technology and a passion for innovation, we empower defense and civilian organizations from major NATO powers and their allies to prepare for the challenges of tomorrow. Our solutions combine immersive environments, high-fidelity simulations, and unparalleled customization to support mission-critical operations.

We are seeking a talented and experienced Federal Systems Integrator (FSI) Partner Manager to join our team to drive strategic partnerships and deliver innovative solutions to federal programs. In this role, you will build strong relationships, align our offerings with client needs, and contribute to the success of mission-critical projects.

If you're ready to make a meaningful impact in defense through strategic partnerships and mission-critical solutions, we’d love to hear from you!

Key Responsibilities

• Identify, develop, and close sales opportunities with FSI accounts
• Build and nurture strategic relationships with decision-makers, program managers, and procurement teams.
• Align our cutting-edge solutions with the specific needs of federal programs and contracts.
• Stay informed about client priorities, federal contract awards, and compliance requirements (e.g., NIST, FedRAMP).
• Monitor competitor activity and identify opportunities for differentiation.
• Conduct consultative sales conversations to understand client challenges and position our offerings as the ideal solution.
• Collaborate with technical teams to provide tailored demonstrations, proposals, and proofs of concept.
• Maintain a robust sales pipeline and ensure accurate forecasting using CRM tools.
• Track progress against sales targets and report key performance indicators.
• Work closely with internal teams (marketing, engineering, product development) to deliver high-value solutions.
• Partner with government relations teams to align sales efforts with broader federal strategies.

Goals and Objectives

• Achieve or exceed annual sales targets with FSI accounts.
• Strengthen relationships with key partners to position the company as a preferred provider of federal solutions.
• Drive revenue growth by aligning with federal contract priorities and expanding our footprint in the FSI ecosystem.
• Contribute to the success of high-stakes federal programs with innovative, compliant solutions.

Required Skills

• Proven ability to navigate complex sales cycles and close deals in a federal/government environment.
• Expertise in aligning sales strategies with client priorities and delivering tailored solutions.
• Strong verbal and written communication skills for presentations, negotiations, and client engagement.
• Strong verbal and written communication skills for client engagement, presentations, and negotiations.
• Familiarity with federal technology solutions, cloud services, cybersecurity, or related fields.
• Experience using tools like Netsuite or other CRM/ERP platforms to manage accounts and pipelines.

Education and Experience

• Bachelor's degree or equivalent and at least 10 years of related experience.
• 6 years of experience in system integration, including federal or defense projects.
• Experience working directly in simulation/training and/or mission planning and rehearsal industry.
• Experience with government (Intel / DoD budget, investments and acquisition processes
• Demonstrated access to key government customers and industry partners.
• Ability to use tools such as Microsoft Office to present ideas, information, and reports
• Strong understanding of federal compliance frameworks, including NIST, FISMA, and FedRAMP.

Additional Qualifications

• Clearance eligibility.
• Team-oriented with exceptional attention to detail and a results-driven mindset.
• Willingness to travel domestically as needed.