Commercial Execution

• Structure and negotiate partnership frameworks including:
  • NDAs
  • Teaming Agreements
  • Memorandums of Understanding
  • Reseller Agreements
  • Distribution Agreements
  • Strategic Alliance Agreements
• Work with contracts, legal, and outside counsel (as appropriate) to document, review, and finalize agreements.
• Build repeatable partnership playbooks, onboarding processes, governance models, sales-facing rules of engagement, and success metrics tied to pipeline, customer access, and partner performance.

Market Expansion

• Expand TurbineOne's reach across priority European and MENA defense markets through strategic partnerships that complement the direct sales motion.
• Identify priority countries, defense programs, customer segments, and opportunities where a partner can materially accelerate access, contracting, integration, or adoption.
• Develop partner enablement strategies that empower partners to accurately position, support, and grow TurbineOne while preserving clear customer and opportunity ownership with the sales organization.
• Establish and progress joint go-to-market planning, co-selling, demonstrations, capture efforts, proposals, and marketing initiatives tied to specific customers, programs, and measurable commercial outcomes.

In a Typical Week You Will

• Evaluate and Initiate Strategic Alliances: Meet with a prospective European or MENA prime, integrator, or OEM to assess whether the relationship can materially improve TurbineOne’s access, positioning, or probability of success on priority opportunities.
• Execute Due Diligence: Validate market access, customer networks, reputation, competitive conflicts, incentives, and operational execution capabilities before recommending investment in a partner.
• Build Executive Recommendations: Synthesize diligence into structured Go/No-Go recommendations that define strategic rationale, commercial objectives, risks, and expected contribution to TurbineOne’s growth.
• Negotiate Key Agreements: Review, structure, and negotiate NDAs, teaming agreements, reseller agreements, and other partnership frameworks that protect IP, customer relationships, and TurbineOne’s long-term commercial interests.
• Align with Engineering: Partner cross-functionally with Engineering to evaluate integration feasibility with partner platforms.
• Build and Execute Joint Go-to-Market Plans: Work with Sales to develop partner-supported account, pursuit, co-selling, demonstration, and capture plans that accelerate qualified pipeline and improve win probability.
• Manage Ongoing Partner Relationships: Lead periodic business reviews with active partners to assess joint pipeline, account activity, enablement, performance, risks, and future milestones.
• Support Sales and Proposal Efforts: Work with Sales, Capture, and Proposal teams to coordinate partner participation in customer engagements and craft compelling multi-company proposals.
• Communicate with Executive Leadership: Review the prospective and active partnership portfolio, including partner-sourced and partner-influenced pipeline, performance, risks, and strategic opportunities across Europe.
• Establish Best Practices: Create and curate partner competencies, playbooks, onboarding materials, enablement assets, and rules of engagement that make the partnership function easy for Sales to use.

Desired Experience

• 10+ years in Strategic Partnerships, Business Development, Alliance Management, Sales, or related commercial leadership roles, with meaningful responsibility for international markets.
• Significant experience within the defense, national security, aerospace, or DefenseTech ecosystem; direct DefenseTech experience is strongly preferred over general enterprise technology experience.
• Prior experience as a direct, quota-carrying salesperson with personal responsibility for pipeline development, opportunity management, forecasting, and revenue attainment.
• Demonstrated understanding of how complex defense technology sales progress from initial customer engagement through evaluation, capture, procurement, negotiation, and award.
• Demonstrated success identifying, activating, building, and managing strategic partnerships that contribute to measurable pipeline, revenue, customer access, or program wins.
• Meaningful experience working across European defense markets (MENA a plus), including familiarity with defense primes, systems integrators, OEMs, national procurement environments, and industry teaming structures.
• Strong understanding of international business development, distribution models, channel partnerships, joint go-to-market motions, and how partners should support—not replace—the direct sales organization.
• Experience structuring and reviewing U.S. and international commercial agreements such as NDAs, teaming agreements, reseller agreements, distribution agreements, and strategic alliance agreements.
• Working knowledge of ITAR, export controls, intellectual property considerations, government contracting compliance, and other requirements relevant to international defense business.

Expectations

• You're a builder who takes the initiative to create scalable partnership programs from the ground up in markets where TurbineOne may not yet have an established presence.
• You think strategically but execute tactically, and you evaluate partnerships by their ability to create measurable commercial value rather than activity alone.
• You have personally carried a quota and understand what Sales needs from a partner, while remaining disciplined about role clarity and customer ownership.
• You naturally connect people, organizations, and ideas into mutually beneficial partnerships—and know how to distinguish genuine market access from superficial relationships.
• You collaborate across Sales, technical, legal, and business teams to solve complex problems and support customer outcomes.
• You are comfortable with ambiguity, extensive European and MENA travel, startup speed, and continuously improving processes as TurbineOne scales internationally.
• Above all, you're motivated by helping deliver transformative AI capabilities into the hands of those operating on the front lines.