Partnerships Manager

Jobtailor; West of England; On-site; GBP 90,000 - 130,000; Full time

Job summary

Dovetail is seeking a senior commercial leader to identify and engage OEMs, system integrators and hardware vendors, owning the full deal cycle from prospecting to post-close. You’ll negotiate licensing terms, revenue sharing and SLAs while building long-term partnerships and a global pipeline.

You will travel internationally, engage cross-functional teams, and influence product and engineering with market intelligence.

Qualifications

• Senior commercial practitioner with technical credibility and relationship-building skills.
• Own 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.
• Technical fluency in edge, security or platform software.
• Track record finding and engaging stakeholders inside unfamiliar organisations without a warm introduction.
• Strong CRM and pipeline discipline, with accurate forecasting.
• Eligible for SC clearance.
• Willing and able to travel internationally and work across time zones.
• Desirable: experience in defence, security, critical infrastructure or another regulated sector.
• Desirable: experience building an OEM or partner function from the ground up.

Responsibilities

• Identify, prioritise and build relationships with OEMs, hardware vendors and system integrators.
• Find and engage technical and commercial stakeholders within prospective partner organisations.
• Lead technical and commercial pitches and demos for Dovetail, working with a Solutions Engineer on deep integration questions.
• Negotiate and close OEM and licensing agreements with Legal, including commercial terms, revenue share and SLAs.
• Own long-term partner relationships, including renewals, expansion and escalation management.
• Build and maintain a global OEM and system integrator target account list and pipeline.
• Represent Dovetail with partners, prospective partners and internal leadership.
• Connect partners with Rowden's Product and Engineering teams and provide market and competitive intelligence.
• Balance partner, engineering, commercial and legal stakeholder needs.
• Build a repeatable playbook for onboarding, demonstrating to and growing OEM partners.
• Travel internationally frequently to meet partners.

Skills

OEM Negotiation

Technical Fluency

CRM & Pipeline

Stakeholder Engagement

Forecasting

Deal Cycle Management

Travel Internationally

SC Clearance Eligible

Tools

CRM Software

MDM-Style Platforms

IoT Device Management

Job description

• Identify, prioritise and build relationships with OEMs, hardware vendors and system integrators
• Find and engage technical and commercial stakeholders within prospective partner organisations
• Lead technical and commercial pitches and demos for Dovetail, working with a Solutions Engineer on deep integration questions
• Negotiate and close OEM and licensing agreements with Legal, including commercial terms, revenue share and SLAs
• Own long-term partner relationships, including renewals, expansion and escalation management
• Build and maintain a global OEM and system integrator target account list and pipeline
• Represent Dovetail with partners, prospective partners and internal leadership
• Connect partners with Rowden's Product and Engineering teams and provide market and competitive intelligence
• Balance partner, engineering, commercial and legal stakeholder needs
• Build a repeatable playbook for onboarding, demonstrating to and growing OEM partners
• Travel internationally frequently to meet partners

Requirements

• Senior commercial practitioner with technical credibility, judgement and relationship-building skills
• 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
• Technical fluency in edge, security or platform software
• Track record finding and engaging 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
• Eligibility for SC clearance
• Desirable: OEM, channel or technology-licensing sales or partnering experience
• Desirable: experience in defence, security, critical infrastructure or another regulated sector
• Desirable: experience building an OEM or partner function from the ground up
• Desirable: familiarity with edge computing, IoT device management or MDM-style platforms
• Desirable: experience with defence or public-sector procurement cycles or MOD/NATO-aligned programmes

Core Competencies

Demonstrates strong technical fluency in edge, security, or platform software while effectively managing the full deal cycle from prospecting to account management. Proven ability to negotiate OEM and licensing agreements, build long-term partner relationships, and provide market intelligence.

Highest-signal resume keywords

• OEM Negotiation Experience
• Technical Fluency in Edge Software
• Strong CRM and Pipeline Discipline
• Commercial Contract Negotiation
• International Travel Willingness

Hard Skills

• Technical Pitch and Demo
• Commercial Negotiation
• Account Management
• Stakeholder Engagement
• Revenue Share Agreements
• SLA Negotiation
• Forecasting
• Deal Cycle Management
• Onboarding Playbook Development
• Partner Function Development

Soft Skills

• Relationship-Building
• Judgement
• Communication

Certifications & Qualifications

• Eligibility for SC Clearance

Industry Keywords

• Defence
• Security
• Critical Infrastructure
• Regulated Sector
• Public-Sector Procurement
• MOD/NATO-Aligned Programmes

Tools & Technologies

• CRM Software
• MDM-Style Platforms
• IoT Device Management