Description
Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems.
The Senior Director, Partner Programs owns Shield AI's strategic global partner program across Influence, Transacting, and OEM partnerships.
Responsibilities
Strategic Partner Recruitment and Onboarding
Own end-to-end onboarding for every named strategic global partner, whether Shield AI is reselling that partner's OEM products or the partner is reselling Shield AI's products.
Global Partner Program Design
Collaborate on the development and ongoing evolution of a global partner program structure, including in-region execution, that governs all named partners.
Incentive and Economics Design
Facilitate the two-way flow of relevant information regarding program incentives, margins, and rebate structures across both sides of the channel.
Two-Way Channel Development
Develop both sides of the channel: partners who resell Shield AI products and OEM partners whose hardware and software Shield AI resells.
Partner Enablement and Governance
Equip named partners to successfully sell and deliver.
Partner Performance Analytics
Define and track the metrics that demonstrate program effectiveness, including partner-sourced and partner-influenced pipeline, revenue, onboarding cycle time, incentive ROI, and partner health.
Current Priorities , FY27
Named Partner Onboarding Waves
Onboard the current group of named strategic global partners on a predictable cadence across both sides of the channel.
Two-Way Channel Coverage
Build channel coverage in priority international markets in both directions: partners who can resell Shield AI products and OEM partners whose hardware and software Shield AI can resell.
Partner Analytics and Reporting
Establish a single source of truth for partner performance, including pipeline, revenue, margin, onboarding velocity, and incentive ROI by partner.
Partner Program Systemization
Transform one-off onboarding and partner management activities into a repeatable, versioned program with standardized agreements, enablement resources, and QBR structures.
What You'll Bring
Required Qualifications
- 10+ years of experience building and managing global partner programs, channel programs, or strategic alliances in B2B technology, with direct, end-to-end ownership of named partner relationships.
- Proven experience designing partner incentives, margin structures, and rebate programs, with the ability to demonstrate their return through data.
- Experience managing global partnerships across both hardware and software, including relationships where the company resells OEM products and where partners resell the company's products.
- Defense, dual-use, or public-sector partnership experience strongly preferred, including familiarity with long sales cycles, complex stakeholder environments, export and compliance considerations, and program-driven buyers.
- Strong analytical capabilities, including hands-on experience building partner performance reporting and leveraging data to guide tiering, incentives, and investment decisions.
- Willingness and ability to travel internationally on a regular basis, approximately 40% of the working calendar.
Skills and Disposition
- Executive Presence and Influence: Strong presentation and communication skills, with the ability to influence internal leadership and partner principals.
- Partner-First Mindset: Builds programs around how partners actually sell and deliver, rather than relying solely on predefined templates.
- Organized Operator: Effectively manages the onboarding of named partners on a predictable cadence across multiple regions and complex workstreams.
- Strong Builder and Negotiator: Translates strategy and partner input into practical agreements, incentive structures, and enablement programs that succeed in the field.
- Data-Driven and Results-Oriented: Defines meaningful partner KPIs and uses performance data to demonstrate results and continuously improve the program.
- Cross-Functional Collaborator: Works closely with GTM Strategy on market priorities, Legal and Deal Desk on commercial terms, and Sales leadership on alignment, without requiring direct authority over these functions.
- Outcome-Focused: Understands the distinction between activity and impact, prioritizing partner-driven pipeline and revenue over partner count.