Head of International Alliances

Head of International Alliances The Company TurbineOne builds AI-powered software for frontline operators working in defense, national security, and tactical environments. Our Frontline Perception System (FPS) helps teams process and act on critical information in low-connectivity, real-world conditions. We’re a fast-moving DefenseTech startup building products that matter in mission-critical environments. Team: Growth Location: Europe / Remote Reports to: Chief Growth Officer The Role As Head of International Alliances, you will lead TurbineOne's strategy for identifying, evaluating, building, onboarding, enabling, managing, and scaling strategic partnerships that accelerate growth across Europe and MENA. You'll be responsible for expanding our ecosystem across defense primes, technology companies, systems integrators, OEMs, and venture-backed DefenseTech innovators. This is a leadership role that directly supports revenue generation by improving market access, strengthening customer propositions, enabling joint pursuits, and helping TurbineOne's sales organization create, advance, and win opportunities. To excel in this role, you should thrive on analyzing markets, decoding competitive dynamics, identifying mutually beneficial alliances, and turning those relationships into measurable commercial outcomes. You will work side-by-side with Sales and collaborate closely with Product, Engineering, Legal, Government Relations, and Executive Leadership. Prior experience as a direct, quota-carrying salesperson is required so that you understand firsthand what sales teams need from a partner, how complex defense opportunities progress, and how partnerships should contribute to pipeline and revenue without competing with Sales for customer ownership. Primary Responsibilities Partnership Program - Launch & Scale: Own the end-to-end development and execution of TurbineOne's international partnership program, with primary responsibility for Europe and MENA. - Target High-Value Alliances: Identify and secure technology, channel, integration, distribution, manufacturing, and strategic partners that improve customer access, market reach, technical differentiation, or probability of win. - Develop the European and MENA Ecosystem: Forge deep, long-term relationships with European defense primes, systems integrators, OEMs, emerging DefenseTech companies, and relevant government and NATO innovation organizations. - Team with Sales: Build partnerships around specific commercial objectives, target accounts, programs, and pursuits that help TurbineOne sales teams create qualified pipeline, gain customer access, and improve win probability. - Build for the Future: Establish scalable partnership processes, systems, governance, playbooks, and operating models that can support future regional or sector-focused partner managers. Partnership Diligence - Lead and coordinate commercial and strategic diligence for prospective European and MENA partnerships. - Evaluate partner capabilities, reputation, technical fit, financial stability, genuine customer access, competitive positioning, incentives, and execution risk. - Coordinate cross-functional technical, operational, legal, contracts, security, compliance, financial, and business reviews prior to partnership approval. - Develop Go/No-Go recommendations and executive decision briefings that clearly articulate the expected strategic and commercial value of each partnership. 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 me