Senior Director, Partner Programs (R6239)

The role

Own Shield AI's global partner program across Influence, Transacting and OEM partnerships. Sign and onboard named partners, design incentives and margin structures, and build partner enablement and analytics.

What you will do

• Own end-to-end onboarding for every named strategic global partner, including onboarding plans, agreements with Legal and Deal Desk, and bringing each partner to initial revenue.
• Collaborate on the global partner program structure, including partner tiering, agreements, rules of engagement, deal registration and operating cadence.
• Facilitate the two-way flow of information on program incentives, margins and rebate structures, and drive partner accountability.
• Develop both sides of the channel: partners who resell Shield AI products and OEM partners whose products Shield AI resells.
• Equip named partners to sell and deliver through onboarding content, certification paths and joint business plans.
• Lead quarterly business reviews (QBRs) to maintain accountability and governance across every named partner relationship.
• Define and track partner performance metrics, including sourced and influenced pipeline, revenue, onboarding cycle time and incentive ROI.
• Onboard the current group of named strategic global partners on a predictable cadence and build a repeatable onboarding playbook.
• Build channel coverage in priority international markets in both directions, aligned with GTM Strategy priorities.
• Turn one-off partner activities into a repeatable, versioned program with standard agreements, enablement resources and QBR structures.

Required qualifications

• 10+ years building and managing global partner programs, channel programs or strategic alliances in B2B technology, with end-to-end ownership of named partner relationships.
• Proven experience designing partner incentives, margin structures and rebate programs, with returns demonstrated through data.
• Experience managing global partnerships across both hardware and software, including OEM resale and partner resale of the company's products.
• Strong analytical capabilities, including hands-on experience building partner performance reporting.
• Willingness and ability to travel internationally on a regular basis, approximately 40% of the working calendar.
• Executive presence and the ability to influence internal leadership and partner principals.
• Organized operator who manages onboarding across multiple regions and complex workstreams.
• Data-driven and results-oriented, defining partner KPIs and using performance data to improve the program.
• Cross-functional collaborator working with GTM Strategy, Legal, Deal Desk and Sales leadership without direct authority over those functions.
• Outcome-focused, prioritizing partner-driven pipeline and revenue over partner count.

Nice to have

• Defense, dual-use or public-sector partnership experience, including long sales cycles, complex stakeholder environments, and export and compliance considerations.

Benefits

• Bonus
• Equity
• Benefits for full-time regular employees
• Temporary benefits package for temporary employees, applicable after 60 days of employment

Before you apply

• All offers are contingent on a cleared background check and possible reference check.
• Military fellows and part-time employees are not eligible for benefits.

About the company

Shield AI is a venture-backed defense-tech company that builds intelligent systems to protect service members and civilians. Its products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation technologies.