deepgram - Federal Partner Manager

• Deepgram is the Voice AI platform powering the next generation of mission-critical government systems, including contact center modernization, benefits and case processing, and real-time speech applications across Defense, Federal Civilian, Intelligence Community, and State, Local, and Education (SLED) agencies. As we scale our federal footprint, Systems Integrators and Primes, cloud hyperscalers, and channel partners are our highest-leverage route to market. Our partners sit at the center of the AI modernization programs happening inside every federal agency. We are hiring a Federal Partner Manager to build, grow, and scale Deepgram's federal partner network from the ground up. • 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, and 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 joint solutions inside each partner's delivery and capture organization, and deliver measurable partner-sourced and partner-influenced revenue. You will not run a traditional partner program. You will run an AI-first approach: leveraging agents, automation, and data to operate at 10x the scale of a conventional federal alliances team. • If you are a partner leader who thrives on whitespace, has a proven record scaling federal SI/prime and hyperscaler relationships from zero, and genuinely wants to use AI to reinvent how federal partner GTM is done, this role is for you. • 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 http://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.