What are the responsibilities and job description for the Partnerships Director position at Overwatch Imaging?
Partnerships Director
About Overwatch :
Overwatch Imaging is automating the collection, analysis, and delivery of time-critical geospatial intelligence for missions that matter. Overwatch AI software automatically manages airborne sensors through smart pointing commands, automated detection of objects of interest, and computer-generated reporting of collected intelligence outputs for communications-efficient reporting. Overwatch smart sensors are multi-camera, multi-spectral stabilized airborne payloads designed for automated operation by edge computers rather than human sensor operators. Together, our capabilities enable life-saving agencies to scan wide areas and find small objects of interest, faster and more efficiently than with human-in-the-loop systems, so our customers can focus less on the search and more on the best response.
About this Role :
The Overwatch Imaging Partnerships Director will work directly with the CEO, Product Management team, Marketing and Business Development to develop and lead successful go-to-market motion for Overwatch Imaging's Automated Sensor Operator (ASO) through established sensor OEM partners. The Partnerships Director will be responsible for sales strategy development and revenue growth leveraging established partnerships and expanding current industry relationships.
As a key member of the sales team, you will play a crucial role in expanding ASO into a big business. You will identify new business opportunities, foster strategic partnerships, and contribute to the development and execution of our ASO growth strategy. This role requires close collaboration with cross-functional teams, strong business acumen, exceptional communication and sales skills, and the ability to think strategically and execute. As a defense-tech startup building a new market, Overwatch needs you to draw from your individual and collective experience to implement innovative solutions and iterate based on market feedback and company needs. You will work on-site in Hood River with our hardware, software, and operations teams, and you will travel with partners, to test events and end-user meetings, and to conferences, becoming an integral part of the industry community.
What You'll Do :
- Work closely with global sales and other team members from sensor OEM partner companies to position and sell our ASO automation software alongside the sale of new and upgraded sensors to the sensor OEM's customers
- Champion partner enablement and success through the creation and delivery of partner-specific marketing, training, incentivization, and enablement resources, ensuring that partners are equipped to effectively represent our products
- Master Overwatch's products and offerings, and conduct product demonstrations virtually, in meeting rooms, and in customer aircraft
- Develop creative and compelling value propositions and business cases that encourage partners to advocate for Overwatch products for their customers
- Build and maintain strong relationships with key stakeholders, including customers, partners, and internal teams
- Collaborate with cross-functional teams, including Product, Engineering, Marketing, and Sales, to ensure alignment and effective execution of business development initiatives and proactively identify opportunities to enhance customer success and exceed revenue outcomes
- Drive the identification, evaluation, and pursuit of new ASO business opportunities and OEM partnerships with a focus on key target markets such as defense, intelligence, emergency management, law enforcement, and border security
- Conduct comprehensive market research and analysis to identify industry trends, competitive landscape, and potential areas for expansion or collaboration
- Drive revenue and build pipeline through execution that supports Overwatch's revenue targets, actively contributing to ARR and ACV growth
- Negotiate and structure strategic partnership agreements that optimize value creation for both Overwatch Imaging and its partners
- Leverage data to monitor and iteratively improve partnership impact, focusing on KPIs like opportunity conversion, revenue contribution, client retention, and partner engagement
- Represent Overwatch as a thought leader at industry events, conferences, and in partner meetings, establishing the company as a leader in autonomous intelligence
What You'll Bring :
6 years of business development and / or partnerships experience, some software industry and user community experience preferred
Strong sales skills with the ability to juggle multiple opportunities and partners simultaneously
Bias for action and situation-based innovation, looking to develop what works "here," not bring in a playbook that worked "there"
What We Offer :
All applicants must be authorized to work on a permanent basis in the United States.
Overwatch Imaging is an equal opportunity workplace and makes employment decisions based on merit and business needs, regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity, Veteran status, or any other protected personal characteristic.
We encourage all qualified candidates to apply, even if they don't meet every requirement listed
in this job description. We value diversity of experience and perspectives and are always looking
for talented individuals to join our team.