Strategic Partnerships & Alliances Manager

Job description

Orcrist is building a next generation data intelligence platform using cutting-edge technologies. We're handling petabyte-scale data with sub-second queries. Our product is a Kubernetes‑based platform delivered as B2B SaaS or as a self‑hosted on‑prem solution, including air‑gapped deployments. We enable customers across defense, law enforcement, and enterprise to turn mission-critical data into actionable intelligence. ### Role We're looking for a Strategic Partnerships & Alliances Manager to join our Business Development team. In this role, you'll own our strategic partnerships end-to-end — from initial business case and deal structuring to joint delivery and portfolio growth. You'll serve as the central owner bridging external partners with our internal Legal, Finance, Security, Product, and Engineering teams. You'll play a key part in turning relationships into repeatable, high-impact partnerships that support critical defence and security missions. ### What you'll do - 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 ### About you - 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 ### What we offer - **Remote-first, Germany-wide:** Work from wherever you do your best work, with regular team gatherings in Berlin and other off-site locations. - **Flexibility by default:** Flexible working hours help you make work fit your life. - **Your setup, your way:** Get a personal home-office equipment budget to create a workspace that works for you. - **30 days of vacation:** Take the time you need to recharge and come back with fresh energy. - **Keep growing:** We invest in your personal and professional development. - **Get rewarded for impact:** Performance bonuses are tied to agreed objectives and key results. - **A warm welcome:** Every new team member gets a welcome goodie bag. - **Good people, good times:** From summer and Christmas parties to regular team gatherings, we make time to celebrate together. - **A mission that matters:** Work on challenges with tangible impact on public safety and national security.