Orcrist Technologies - Strategic Partnerships & Alliances Manager
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 our 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 • 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 • Sufficient 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 without needing direct authority • Structured approach to building joint business plans and managing a diverse partner portfolio focused on measurable commercial outcomes • Business fluent German and English (C1+) • Willingness to travel approx. 25% (national and international) • Authorization to work in Germany
Benefits
• Remote-first, Germany-wide: Work from wherever you do your best work, with regular team gatherings in Berlin and other off-site locations. • Remote-first, Germany-wide: • Flexibility by default: Flexible working hours help you make work fit your life. • Flexibility by default: • Your setup, your way: Get a personal home-office equipment budget to create a workspace that works for you. • Your setup, your way: • 30 days of vacation: Take the time you need to recharge and come back with fresh energy. • 30 days of vacation: • Keep growing: We invest in your personal and professional development. • Keep growing: • Get rewarded for impact: Performance bonuses are tied to agreed objectives and key results. • Get rewarded for impact: • A warm welcome: Every new team member gets a welcome goodie bag. • A warm welcome: • Good people, good times: From summer and Christmas parties to regular team gatherings, we make time to celebrate together. • Good people, good times: • A mission that matters: Work on challenges with tangible impact on public safety and national security. • A mission that matters:
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