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:

• Experience and Education:
  • 6+ years of business development and/or partnerships experience, some software industry and user community experience preferred
  • BS/BA in engineering, computer science, business administration, economics, or a related field, advanced degrees are a plus
  • Experience in aerospace and defense, particularly with uncrewed aircraft and/or airborne imaging systems is preferred
  • Proven track record of identifying, negotiating, and managing strategic partnerships that drive business growth and create mutual value
  • Demonstrated success in bringing new technologies to market and driving execution in ambiguous environments, prior startup or small team experience preferred
  • Proven track record of selling into and building credible relationships at the senior leadership level as well as through the organization
  • Experience successfully developing strategic relationships in the defense sector with both uniformed and industry leaders
  • Experience successfully collaborating with C-suite executives in high-growth autonomy, deep tech, or AI startups

• Technical Competence:
  • Strong sales skills with the ability to juggle multiple opportunities and partners simultaneously
  • Strong written and verbal communication skills, including presentation
  • Proactive problem-solver with a high sense of urgency and ownership, capable of navigating challenges independently
  • Excellent interpersonal skills with the ability to build and maintain strong relationships and collaborate effectively with cross-functional teams
  • Genuine passion for autonomy, defense tech, and AI, and a desire to contribute to groundbreaking innovations in these fields
  • Ability to distill complex information into actionable insights
  • Highly organized with attention to detail
  • Technically savvy with ability to troubleshoot issues, read technical documents, and promptly communicate findings internally and with clients
  • Strong analytical skills, including the ability to model business opportunities and assess trade-offs
  • Proficient in software tools for business operations (PowerPoint, Excel, Word, Hubspot, Confluence)

• Character Attributes:
  • Bias for action and situation-based innovation, looking to develop what works “here,” not bring in a playbook that worked “there”
  • Thrives in a dynamic, fast-paced small startup business environment
  • Highly motivated self-starter able to work independently and with a team
  • Collaborates well in a small team environment
  • Enjoys hands-on work and learning new skills
  • Eager to learn and solve real-world problems and accept new challenges
  • Takes pride in seeing new products reach operational use quickly

What We Offer:

· Growth Opportunities: As a team member of a true startup, you will learn by doing and shape our future. The opportunities are limitless for those who want to grow their career.

· Impact Opportunity: We work on missions that matter to keep people safe and make the world better, and we do it at the speed of a startup.

· Team Collaboration: Work in a fast-paced, collaborative environment with amazing teammates. The Overwatch Imaging leadership team believes in an open-door policy, meaning everyone has a voice and access to guidance, advice, feedback, and the ability to pitch crazy new ideas.

· Late Start Wednesday: A weekly block to have focus time away from meetings and calls. An opportunity to work from home, flex your schedule or self-directed time to focus on training and development.

· Time Off: Generous unlimited PTO policy to empower employees to make decisions about work life balance based on work and home needs.

· Holidays: Overwatch Imaging recognizes 10 company holidays.

· Ownership: Equity: Stock Options in our growing company.

· Health Benefits: Medical and Dental premiums are 100% covered for employees and their families, plus a pre-tax health savings account.

· 401K Retirement Savings: Matching contributions up to 4% of pay.

· Travel: Position requires business travel up to 50% and work in and around non-commercial aircraft.

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.