About the role
Responsibilities:
- Build and lead the global alliance strategy across India, EMEA, APAC, and Southeast Asia.
- Identify, vet, negotiate, and onboard defense primes, systems integrators, and national security distributors.
- Own the full partner lifecycle: scouting, compliance vetting, commercial structuring, enablement, pipeline tracking, and exit.
- Structure JV, consortium, teaming, and white-label/OEM agreements for government procurement.
- Lead consortium bids, sovereign RFPs, and tenders; run joint business plans and quarterly reviews.
- Train partner sales and delivery teams to demo, position, and support client pilots independently.
- Build senior relationships with CXOs and capture heads at global integrators and defense contractors.
Requirements:
- 20+ years in alliances, channel leadership, or strategic business development, mostly at an enterprise software or deep-tech OEM.
- Proven record of building a partner network from zero in defense, police, intelligence, or tax/financial crime markets (e. g., CBDT, DGGI, Customs).
- Alliance experience in AI/ML, big data analytics, OSINT, cyber threat intelligence, or digital forensics.
- Strong knowledge of government procurement, security clearances, defense offsets, and international teaming agreements.
- Active senior relationships with tier-1 integrators and defense contractors.
- Experience across multiple jurisdictions (Southeast Asia, Middle East, Europe, Africa, Central Asia) is a plus.
- Product/software OEM background strongly preferred.