Architects of Market Expansion
The Mandate:
We are building the future of maritime, and our technology requires a vastly expanded footprint. The Head of Strategic Partnerships will be singularly focused on scaling our market reach through the strategic cultivation of meaningful, mutually beneficial relationships with system integrators, shipyards, and ship designers. You will not just manage accounts; you will architect channels that unlock exponential growth.
You will be the point person for communicating our value proposition to external stakeholders and defining the precise mechanisms through which they can contribute to our value creation models.
Core Responsibilities & Impact
• Market Expansion Strategy: Design and execute the strategy for partnerships across key industry verticals: system integrators, shipyards, and ship designers.• Partnership targets & forecasting: Own a partner-sourced pipeline target and influenced revenue; publish quarterly OKRs and a weekly forecast.• Deal structuring & negotiation: Source, structure, and negotiate alliance/channel/JDP/JV agreements (IP & data-sharing, pricing, co-marketing) with Legal/Finance.• Partner onboarding & success: Reduce time-to-first-deal, increase attach rate, and run QBRs with scorecards to track health and outcomes.• Value Communication: Effectively communicate the value of our proprietary technology to stakeholders at all levels of partner organizations.• Framework Creation: Define and clearly communicate the mechanisms for contribution to our shared value creation models.• Relationship Mapping: Systematically identify, network into, and cultivate relationships at the right level within target organizations.
Non-Negotiable Competencies
This role demands a unique combination of industry intelligence and commercial finesse.
1. Landscape Awareness• Intimate knowledge of the integrator, shipyard, and vessel designer landscape—including their organizational structure, competitive forces, and internal language.• A sophisticated understanding of the various participants and their interests is required.• Bonus: Bonus: non-US partner ecosystems, export-control awareness, and public-sector nuances.
2. Relationship Building• Proven ability to network into the right people at the right time.• Relationship mapping is a critical requirement for this role.• The versatility to navigate both shop-floor and boardroom conversations effectively.
3. Strategic Partnership Frameworks• A functional understanding of the framework in which partnerships are created.• The ability to work within existing frameworks but also possess the strategic courage to challenge the status quo when necessary to achieve a superior outcome.
Qualifications
Must-haves
• 8–12+ years in partnerships/alliances/channel/BD for complex technical products (hardware, autonomy, maritime/energy, or adjacent).• Demonstrated ownership of partner-sourced and influenced targets; accurate forecasting and stage hygiene.• Technical fluency to co-create reference architectures and integration plans with OEMs/SIs.• CRM/PRM proficiency.• Travel: ~25–40% to shipyards, partners, and events.
The Mandate:
We are building the future of maritime, and our technology requires a vastly expanded footprint. The Head of Strategic Partnerships will be singularly focused on scaling our market reach through the strategic cultivation of meaningful, mutually beneficial relationships with system integrators, shipyards, and ship designers. You will not just manage accounts; you will architect channels that unlock exponential growth.
You will be the point person for communicating our value proposition to external stakeholders and defining the precise mechanisms through which they can contribute to our value creation models.
Core Responsibilities & Impact
• Market Expansion Strategy: Design and execute the strategy for partnerships across key industry verticals: system integrators, shipyards, and ship designers.• Partnership targets & forecasting: Own a partner-sourced pipeline target and influenced revenue; publish quarterly OKRs and a weekly forecast.• Deal structuring & negotiation: Source, structure, and negotiate alliance/channel/JDP/JV agreements (IP & data-sharing, pricing, co-marketing) with Legal/Finance.• Partner onboarding & success: Reduce time-to-first-deal, increase attach rate, and run QBRs with scorecards to track health and outcomes.• Value Communication: Effectively communicate the value of our proprietary technology to stakeholders at all levels of partner organizations.• Framework Creation: Define and clearly communicate the mechanisms for contribution to our shared value creation models.• Relationship Mapping: Systematically identify, network into, and cultivate relationships at the right level within target organizations.
Non-Negotiable Competencies
This role demands a unique combination of industry intelligence and commercial finesse.
1. Landscape Awareness• Intimate knowledge of the integrator, shipyard, and vessel designer landscape—including their organizational structure, competitive forces, and internal language.• A sophisticated understanding of the various participants and their interests is required.• Bonus: Bonus: non-US partner ecosystems, export-control awareness, and public-sector nuances.
2. Relationship Building• Proven ability to network into the right people at the right time.• Relationship mapping is a critical requirement for this role.• The versatility to navigate both shop-floor and boardroom conversations effectively.
3. Strategic Partnership Frameworks• A functional understanding of the framework in which partnerships are created.• The ability to work within existing frameworks but also possess the strategic courage to challenge the status quo when necessary to achieve a superior outcome.
Qualifications
Must-haves
• 8–12+ years in partnerships/alliances/channel/BD for complex technical products (hardware, autonomy, maritime/energy, or adjacent).• Demonstrated ownership of partner-sourced and influenced targets; accurate forecasting and stage hygiene.• Technical fluency to co-create reference architectures and integration plans with OEMs/SIs.• CRM/PRM proficiency.• Travel: ~25–40% to shipyards, partners, and events.