Partnerships Director

3 weeks ago

Council of the City of Sydney, Australia DroneShield Group Pty Ltd Full time

About the role

DroneShield is seeking an Industry Partnerships Director to lead engagement with major defence and security primes and drive integration of DroneShield’s advanced sensor, effector and command-and-control (C2) solutions into their broader offerings.

Reporting through Amsterdam-based Director of Sales, to the Sydney based CEO, this is a senior, strategic role positioned at the intersection of partnership development, business growth, and technology integration. The Industry Partnerships Director will play a pivotal role in shaping long-term relationships with primes and ensuring DroneShield technology becomes a critical part of their global security solutions.

Responsibilities, Duties and Expectations

- Develop and execute a partnership strategy and implementation plan targeting key defence and security primes in Australia and internationally with the aspiration to gain measurable success in the next 3-5 years or sooner.
- Promote DroneShield’s solutions for integration (as a partner/sub-contractor) into major OEM and primes land, air and maritime platforms and systems.
- Build trusted relationships and advocacy for DRO offerings with senior executives, engineering, and program management teams within primes.
- Collaborate with internal teams (sales, engineering, product management) to align offerings with prime requirements.
- Represent DroneShield at defence industry forums, trade shows, and joint partner events.
- Provide market and partner feedback to shape product development and integration strategies.
- Contribute to the broader growth strategy of DroneShield as a key member of the leadership team.

Qualifications, Experience and Skills

- More than five years’ experience in developing win-win industry partnerships, international business development, or strategic sales, ideally within the defence or security sector.
- Strong network across defence primes and system integrators.
- Willingness to travel globally around defence and security exhibitions meeting prime contractors and forming relationships with them.
- Deep understanding of defence acquisition, integration programs, and contracting models.
- Demonstrated ability to influence senior stakeholders and drive long-term partnerships.
- Technical acumen - familiarity with complex radiofrequency, radar, sensor, or command-and-control systems preferred, and understanding of the air, land and maritime defence platform sectors.
- Proven ability to operate independently, think strategically, and execute effectively in a fast-growth environment.
- Excellent communication and stakeholder management skills.

Remote (Amsterdam, North Holland, NL)

Remote (Canberra, Australian Capital Territory, AU)

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