Global Alliance Partner Lead

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.