Strategic Partnerships & Alliances Manager
New
O
OrcristData Intelligence / B2B SaaS
Remote-first, Germany-wideFull-TimeManager
Salary not disclosed
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Job Details
- Languages
- Business fluent German and English (C1+)
- Experience
- 6–10+ years
- Required Skills
- Business DevelopmentHubSpot
Requirements
- 6–10+ years of experience in strategic partnerships, alliances, defence business development, or technical account management.
- Proven experience working with defence primes, system integrators, security-critical software, or complex consortia and bids.
- Strong commercial understanding of margins, revenue sharing, licensing models, and contractual risk.
- Technical depth to understand platform integrations and engage credibly with Product and Engineering teams.
- Excellent negotiation and orchestration skills, with comfort driving decisions across cross-functional teams.
- Structured approach to building joint business plans and managing a diverse partner portfolio.
- Business fluent German and English (C1+).
- Willingness to travel approx. 25% (national and international).
Responsibilities
- Own strategic partnerships end-to-end across the full deal and relationship lifecycle, from pre-bid positioning and joint proposals to technical integration, delivery, and renewals.
- Define and execute overall partner strategy, categorizing relationships across primes, system integrators, software/data providers, Ukrainian tech partners, and defence consortia.
- Build compelling joint business cases for prioritized partners, identifying shared commercial opportunities, program targets, and revenue/margin-sharing models.
- Structure partnership frameworks and deal terms, clarifying customer ownership, IP and data rights, exclusivity, bid costs, and operational roles.
- Orchestrate cross-functional alignment and due diligence across Legal, Finance, Security, Product, and Engineering.
- Steer joint go-to-market initiatives, technical demos, solution integrations, and co-selling efforts.
- Maintain operational rigor across the partner portfolio through structured pipeline tracking in HubSpot, joint roadmaps, and Quarterly Business Reviews.
- Manage partner dynamics and resolve cross-partner or internal alignment conflicts systematically.
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