Partnerships Manager

Identify, prioritise and build relationships with the OEMs, hardware vendors and system integrators that make up Dovetail's partner ecosystem.

Find and engage the right stakeholders inside prospective partner organisations, from technical leadership through to commercial decision-makers.

Lead the technical and commercial pitch for Dovetail, partnering with a Solutions Engineer for deep integration questions.

Negotiate and close OEM and licensing agreements, working with legal on commercial terms, revenue share and SLAs.

Own the long-term relationship with signed partners, including renewals, expansion and escalation management.

Build and maintain a target account list and pipeline across the global OEM and system integrator landscape.

Represent Dovetail at a senior level with partners, prospective partners and internal leadership.

Act as the connective tissue between partners and Rowden's Product and Engineering teams, feeding market and competitive intelligence back into the roadmap.

Balance the needs of partners, internal engineering and commercial or legal stakeholders, who will not always agree with each other.

Build a repeatable playbook for onboarding, demoing to and growing OEM partners as the ecosystem scales.

Comfortable owning the full deal cycle: prospecting, technical pitch and demo, commercial negotiation, close and ongoing account management.

Experience negotiating OEM, reseller or technology-licensing agreements, including commercial terms, revenue share and SLAs.

Technically fluent enough in edge, security or platform software to hold a credible conversation with a partner's engineering leadership, and to know when to bring in a Solutions Engineer.

Track record finding and engaging the right stakeholders inside unfamiliar organisations without a warm introduction.

Strong CRM and pipeline discipline, with accurate forecasting.

Comfortable reading and negotiating commercial contracts alongside Legal.

Willing and able to travel internationally and work across time zones.

Proven track record selling or partnering via an OEM, channel or technology-licensing model, not purely direct end-user sales.

Experience in defence, security, critical infrastructure or another regulated sector.

Experience building an OEM or partner function from the ground up, rather than managing an already-mature programme.

Familiarity with edge computing, IoT device management or MDM-style platforms.

Experience with defence or public-sector procurement cycles or working alongside system integrators on MOD or NATO-aligned programmes.

You are as comfortable hunting down a cold stakeholder as you are running a renewal conversation two years into a relationship.

You can hold a credible technical conversation, and you know exactly when to hand off to a Solutions Engineer.

You build trust with partners by understanding their commercial and technical constraints, not just pitching at them.

You are patient enough for a long, multi-stakeholder OEM sales cycle, and disciplined enough to keep it moving.

You enjoy building something from scratch - this ecosystem doesn't run itself yet.