Global Alliance Partner

Location: India

Function: Global Alliances & Strategic Partnerships

Experience: 20+ years

About the Role

We are seeking an entrepreneurial and commercially driven Global Alliances Partner to build, expand, and manage a global partner ecosystem for advanced AI-powered data analytics, digital forensics, and cyber intelligence solutions.

The role will focus on developing strategic partnerships with international defence organisations, government-focused systems integrators, mission-engineering firms, and specialised security solution providers to drive business growth across India and international markets.

The ideal candidate will have a proven track record of independently building partner ecosystems from the ground up, establishing senior-level relationships, and driving large, complex government and enterprise opportunities through strategic alliances.

Key Responsibilities

1. Strategic Alliances & Ecosystem Development

• Build and execute a global alliances strategy to drive customer acquisition and business expansion across India, EMEA, APAC, and other international markets.
• Identify, evaluate, negotiate, and onboard domestic and international partners with established access to defence, intelligence, law enforcement, and government institutions.
• Develop a structured partner ecosystem comprising global defence primes, mission systems integrators, and specialised national security solution providers.
• Establish partner tiers, governance frameworks, performance metrics, and long-term engagement models.

2. End-to-End Partnership Management

• Own the complete partner lifecycle, including partner identification, due diligence, commercial negotiations, onboarding, enablement, performance management, and relationship development.
• Structure joint ventures, consortiums, teaming agreements, and OEM/white-label partnerships aligned with complex government procurement requirements.
• Work closely with product, engineering, legal, and delivery teams to develop joint solutions and ensure execution readiness.
• Ensure compliance with applicable security, regulatory, and data-residency requirements.

3. Joint Go-to-Market & Business Development

• Lead strategic bids, government tenders, and consortium-led opportunities by integrating AI and analytics solutions into larger systems integration programmes.
• Develop joint business plans with partners, including revenue objectives, pipeline development, co-selling strategies, and executive business reviews.
• Drive partner-led sales and co-delivery initiatives across national security, intelligence, digital forensics, cybersecurity, and financial crime analytics.
• Build a sustainable pipeline of strategic opportunities and improve conversion rates across target markets.

4. Partner Enablement

• Design and implement technical and commercial enablement programmes for partner sales, capture, and delivery teams.
• Equip partners with relevant use cases, competitive positioning, solution knowledge, and bid strategies.
• Support partners in independently presenting solutions, developing customer opportunities, and delivering successful implementations.

5. Executive & Institutional Relationship Management

• Build and maintain trusted relationships with CXOs, defence and public-sector leaders, capture directors, and senior executives at leading global systems integrators.
• Represent the organisation at relevant international industry forums, government-industry engagements, and strategic partnership discussions.
• Develop long-term relationships that strengthen market access and create sustainable business opportunities.

Key Performance Indicators

• Partner-sourced and partner-influenced revenue growth.
• Expansion and activation of qualified domestic and international strategic partners.
• Success rate of consortium-led bids, government tenders, and strategic opportunities.
• Growth of the qualified alliance pipeline across target geographies.
• Partner enablement, independent solution positioning, and successful joint delivery.

Candidate Profile & Qualifications

Experience & Background

• 20+ years of progressive experience in strategic alliances, channel leadership, partnerships, or strategic business development.
• Significant experience with a product/software OEM or deep-tech organisation, preferably in AI/ML, advanced analytics, big data, digital forensics, OSINT, or cyber intelligence.
• Demonstrated success in building domestic and international partner networks, particularly across government, defence, intelligence, law enforcement, or other high-security public-sector markets.
• Strong executive relationships with leading international defence contractors, mission integrators, and sovereign systems integrators.
• Proven ability to develop partnerships from the ground up and convert them into measurable business outcomes.

Domain Expertise & Skills

• Deep understanding of government procurement, public-sector tenders, sovereign security requirements, defence contracting, and international government partnerships.
• Expertise in negotiating complex commercial agreements, consortium arrangements, multi-tier margin structures, and joint solution frameworks.
• Familiarity with the operational requirements of intelligence, defence, cybersecurity, law enforcement, or financial investigation environments.
• Exceptional negotiation, stakeholder management, executive communication, and cross-border business development skills.

Preferred Background

• Candidates from product/software OEMs specialising in advanced analytics, digital forensics, cyber intelligence, or related deep-tech solutions.
• Experience managing strategic partnerships across multiple international markets, including the Middle East, Southeast Asia, Europe, Africa, or Central Asia.
• A demonstrated ability to independently build partner ecosystems and drive large-scale, complex business opportunities.