The players

The Players in Foreign Military Sales

Fifteen roles move an FMS case — at State, DSCA, the service secretariats and their implementing agencies, the embassy, the partner nation, industry, and the program office. The process looks different from each seat. Pick yours to see the stages and counterparts you touch, or browse every role below.

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Select a role to see the pipeline stages where it is a key player and the counterparts it works with. The choice is kept in this browser.

Partner nation

Embassy — Security Cooperation Organization

State Department

DSCA

Service international affairs office

Air Force

Army

Navy

Case manager

Air Force

Army

Navy

Program office

Industry

Every role, by function

Each card opens the full role guide.

Partner nation

PartnerForeign Liaison Officer (FLO)A partner-nation officer physically embedded at a U.S. IA, serving as the partner's in-person representative on their active FMS cases.Partner nation military, embedded at a U.S. Implementing Agency (AFSAC, USASAC, NAVSUP WSS, or a SYSCOM) · active in 6 of 10 stages

Embassy — Security Cooperation Organization

EmbassyEmbassy SCO Chief (ODC / OSC)The senior U.S. military officer in-country leading security cooperation activities — the first-stop FMS interface between the partner's MoD and the U.S. security cooperation enterprise.U.S. Embassy Security Cooperation Organization, under the Senior Defense Official / Defense Attaché (SDO/DATT) · active in 6 of 10 stages

State Department

StateState PM/RSATThe Department of State's office for arms transfers, inside the Bureau of Political-Military Affairs — gives the Department's approval of Letters of Offer and Acceptance, submits the formal Congressional notification, and, after delivery, answers requests for third-party transfer and change of end use and reports of end-use violations.Department of State, Bureau of Political-Military Affairs (PM), Office of Regional Security and Arms Transfers (PM/RSAT) · active in 7 of 10 stages

DSCA

DSCADSCA Country Portfolio Director CPDDSCA's country seat: kept informed from pre-LOR on, receives the Country Team Assessment, and is the office the services must alert — in writing — when anything puts a commitment to the partner at risk.Defense Security Cooperation Agency — International Operations (IOPS) / Regional Execution (REX) · active in 6 of 10 stages DSCADSCA Country Finance Director CFDDSCA's financial integrator for a partner's FMS portfolio — ensures payment schedules, surcharges, deposits, and reconciliation are consistent across cases.Defense Security Cooperation Agency — Office of Business Operations, Financial Policy & Regional Execution Directorate (OBO/FPRE) · active in 5 of 10 stages

Service international affairs office

Air ForceSAF/IA Country DirectorThe Air Force Secretariat's policy-level voice on a specific country's FMS cases and the action addressee for its Letters of Request for major systems — shapes release positions, coordinates with OSD and State.Air Force Secretariat — International Affairs (SAF/IAR regional division) · active in 5 of 10 stages ArmyDASA(DE&C) Regional Desk OfficerThe Army Secretariat's policy shop for FMS and defense exports — shapes the Army's release and policy positions and has direct tasking authority over the Army commands that receive Letters of Request.Office of the Deputy Assistant Secretary of the Army — Defense Exports & Cooperation, under ASA(ALT) · active in 5 of 10 stages NavyNIPO Country DirectorThe Navy's fused country relationship and case orchestration role — combines secretariat-style policy work with IA-style execution coordination.Navy International Programs Office (NIPO), Global Security Cooperation · active in 7 of 10 stages

Case manager

Air ForceAFSAC Command Country Manager CCMThe Air Force's single point of accountability for an entire partner country's FMS portfolio, managing the country relationship and directing the case team across the portfolio lifecycle.Air Force Security Assistance & Cooperation Directorate (AFSAC), AFLCMC/WF · active in 9 of 10 stages ArmyUSASAC Country Program Manager CPMThe Army's country-portfolio lead at USASAC — manages the end-to-end Army FMS relationship with a partner nation.U.S. Army Security Assistance Command (USASAC), Regional Operations Directorate · active in 9 of 10 stages ArmyUSASAC Central Case ManagerResponsible for case execution for assigned countries, from case implementation through case closure — financial management and delivery coordination.U.S. Army Security Assistance Command (USASAC) · active in 3 of 10 stages NavyNIPO Country DirectorThe Navy's fused country relationship and case orchestration role — combines secretariat-style policy work with IA-style execution coordination.Navy International Programs Office (NIPO), Global Security Cooperation · active in 7 of 10 stages NavyNAVSUP WSS Case ManagerRuns day-to-day execution on Navy FMS cases — particularly sustainment, spares, and Blanket Order / CLSSA work — within NAVSUP WSS.Naval Supply Systems Command Weapon Systems Support (NAVSUP WSS) · active in 6 of 10 stages

Program office

Program OfficeWeapon System Program OfficeThe U.S. Government's acquisition office for a weapon system — the program manager and the multidisciplinary team behind them. The same program office that manages the system for U.S. forces performs the Foreign Military Sales buy: it works with the case manager to determine the LOA line items, develops the cost and availability estimates, and acquires the articles on contract.Military Department program management office for the weapon system · active in 10 of 10 stages

Industry

IndustryIndustry Business DevelopmentIndustry's seat before the sale — markets the company's equipment to the partner, through the embassy's Security Cooperation Organization, and works with U.S. Government counterparts until the Letter of Offer and Acceptance is offered. Once a contract is awarded, the prime contractor's program office takes over.U.S. defense contractor · active in 6 of 10 stages IndustryPrime Contractor Program OfficeThe contractor's team that performs the contract the U.S. Government awards for the case.U.S. defense contractor · active in 3 of 10 stages