Head of Strategic Partnerships

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Описание

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,

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