Strategic Partnerships – Alliances Manager

Orcrist Technologies GmbH

. 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 .

Posted 9/22/2026full-timeRemote • GermanyMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing strategic partnerships and alliances, with a focus on driving measurable commercial outcomes and orchestrating cross-functional collaboration. Proficient in navigating complex contractual frameworks and technical integrations within the defence sector.

Highest-signal resume keywords

Strategic Partnerships ManagementDefence Business DevelopmentContractual Risk AssessmentTechnical Integration UnderstandingBusiness Fluent German and English

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partnership Framework StructuringRevenue Sharing ModelsJoint Business Case DevelopmentPipeline Tracking with HubSpotCross-Functional Alignment

Soft Skills

Negotiation SkillsOrchestration SkillsConflict Resolution

Tools & Technologies

HubSpot

Industry Keywords

Defence PrimesSystem IntegratorsSecurity-Critical SoftwareComplex ConsortiaTechnical Account Management

About the role

Key responsibilities & impact

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 the overall partner strategy across primes, system integrators, software/data providers, Ukrainian tech partners, and defence consortia
Build joint business cases, identifying shared commercial opportunities, program targets, and revenue/margin-sharing models
Structure partnership frameworks and deal terms covering 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 partner-portfolio rigor through HubSpot pipeline tracking, joint roadmaps, and Quarterly Business Reviews
Manage partner dynamics and resolve cross-partner or internal alignment conflicts
Bridge external partners with internal Legal, Finance, Security, Product, and Engineering teams
Turn relationships into repeatable, high-impact partnerships supporting critical defence and security missions

Requirements

What you’ll need

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

Comp & perks

Remote-first, Germany-wide: Work from wherever you do your best work, with regular team gatherings in Berlin and other off-site locations.
Flexible working hours
Personal home-office equipment budget
30 days of vacation
Personal and professional development investment
Performance bonuses tied to agreed objectives and key results
Welcome goodie bag
Summer and Christmas parties
Regular team gatherings
Opportunity to work on challenges with tangible impact on public safety and national security