Strategic Partnerships – Alliances Manager

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take ownership of strategic partnerships, managing the complete deal and relationship lifecycle, from pre-bid positioning and collaborative proposals to technical integration, delivery, and renewals.

• Develop and implement the overarching partner strategy involving primes, system integrators, software/data providers, Ukrainian tech partners, and defense consortia.

• Create joint business cases that highlight shared commercial opportunities, program targets, and revenue/margin-sharing models.

• Design partnership frameworks and deal terms that address customer ownership, IP and data rights, exclusivity, bid costs, and operational responsibilities.

• Facilitate cross-functional alignment and due diligence among Legal, Finance, Security, Product, and Engineering teams.

• Drive joint go-to-market initiatives, technical demonstrations, solution integrations, and co-selling activities.

• Ensure partner-portfolio discipline through HubSpot pipeline management, joint roadmaps, and Quarterly Business Reviews.

• Oversee partner dynamics and resolve any conflicts related to cross-partner or internal alignment.

• Connect external partners with internal teams in Legal, Finance, Security, Product, and Engineering.

• Transform relationships into sustainable, high-impact partnerships that support essential defense and security missions.

⛳️ Requirements

• 6–10+ years of experience in strategic partnerships, alliances, defense business development, or technical account management.

• Demonstrated experience collaborating with defense primes, system integrators, security-critical software, or complex consortia and bids.

• Strong commercial acumen concerning margins, revenue sharing, licensing models, and contractual risks.

• Adequate technical knowledge to comprehend platform integrations and engage effectively with Product and Engineering teams.

• Exceptional negotiation and orchestration skills, capable of driving decisions across cross-functional teams without direct authority.

• Methodical approach to developing joint business plans and managing a diverse partner portfolio focused on measurable commercial results.

• Business fluent in German and English (C1+).

• Willingness to travel approximately 25% (both nationally and internationally).

• Authorization to work in Germany.

🏝️ Benefits

• Remote-first, Germany-wide: Work from wherever you are most productive, with regular team gatherings in Berlin and other off-site venues.

• Flexible working hours.

• Personal home-office equipment budget.

• 30 days of vacation.

• Investment in personal and professional development.

• Performance bonuses based on agreed objectives and key results.

• Welcome goodie bag.

• Summer and Christmas parties.

• Regular team gatherings.

• Opportunity to tackle challenges that have a tangible impact on public safety and national security.