Strategy & Partnerships Lead

Jobtailor

Oslo

On-site

NOK 900,000 - 1,300,000

Full time

14 days+

Application generator

Stand out for this role — generate a tailored resume and cover letter in about a minute.

Get past ATS filters

Job summary

Arondite is seeking a strategic Lead to drive early business development and engagement in Norway, focusing on defence and public sector opportunities.

You will build and maintain senior relationships across ministries, NATO/NJFHQ, and partners, shape partnerships, pricing, and roadmaps, and coordinate with product and engineering to align offerings with Norwegian needs.

This role requires autonomy, strong commercial judgment, and the ability to travel across Norway and to the UK as needed.

Qualifications

Experience winning enterprise software or defence technology deals in the Norwegian defence or national security environment.
Strong understanding of how Norwegian defence procurement, research collaboration and stakeholder engagement work in practice.
Experience building and maintaining senior relationships across government, defence, industry or technology organisations.
Track record of structuring and advancing partnerships in defence, public sector or other highly regulated environments.
Strong commercial judgement, including business case development, pricing awareness, communication and presentation skills.

Responsibilities

Lead early business development and strategic engagement in Norway.
Build relationships with ministries, NJFHQ, FFI and the wider Norwegian Armed Forces ecosystem or adjacent public-sector organisations.
Develop relationships with Norwegian primes, technology partners and other organisations that can accelerate market access.
Position Arondite as complementary to established Norwegian players, including through partnership or channel routes.
Identify, qualify and progress commercial opportunities relevant to Cobalt and Arondite's wider offering.
Run structured customer discovery to test demand, refine positioning and surface priority use cases.
Help shape opportunities connected to autonomy, counter-UAS, electronic warfare and interoperability with existing Norwegian and NATO architectures.
Translate market signals into product insight, roadmap input and go-to-market recommendations.
Support partnership structuring, pricing discussions, proposal development and commercial negotiations.
Represent Arondite in meetings, events and external conversations with senior decision-makers, including as a spokesperson for media and governmental affairs.
Help shape Arondite's longer-term Norwegian presence, including hiring insight, ecosystem mapping and growth priorities.
Travel across Norway to meet potential customers and users, and to the UK as needed.
Work closely with product and engineering teams on product, roadmap, positioning and deployment discussions.

Skills

Stakeholder engagement

Partnership structuring

Business case development

Pricing awareness

Commercial negotiation

Customer discovery

Market analysis

Autonomy

Communication skills

Presentation skills

Job description

Lead Arondite's early business development and strategic engagement activity in Norway
Build and maintain relationships with stakeholders across the Ministry of Defence, including front-line units, NJFHQ, FFI and the wider Norwegian Armed Forces ecosystem or adjacent public-sector organisations
Develop relationships with Norwegian primes, technology partners and other organisations that can accelerate market access
Position Arondite as complementary to established Norwegian players, including through partnership or channel routes
Identify, qualify and progress commercial opportunities relevant to Cobalt and Arondite's wider offering
Run structured customer discovery to test demand, refine positioning and surface priority use cases
Help shape opportunities connected to autonomy, counter-UAS, electronic warfare and interoperability with existing Norwegian and NATO architectures
Translate market signals into product insight, roadmap input and go-to-market recommendations
Support partnership structuring, pricing discussions, proposal development and commercial negotiations
Represent Arondite in meetings, events and external conversations with senior decision-makers, including as a spokesperson for media and governmental affairs
Help shape Arondite's longer-term Norwegian presence, including hiring insight, ecosystem mapping and growth priorities
Travel across Norway to meet potential customers and users, and to the UK as needed
Work closely with product and engineering teams on product, roadmap, positioning and deployment discussions

Requirements

Experience winning enterprise software, defence technology or complex public-sector deals in the Norwegian defence or national security environment
A strong understanding of how Norwegian defence procurement, research collaboration and stakeholder engagement work in practice
Experience building and maintaining senior relationships across government, defence, industry or technology organisations
A track record of structuring and advancing partnerships in defence, public sector or other highly regulated environments
Strong commercial judgement, including business case development, pricing awareness, communication and presentation skills
The ability to work effectively in a fast-moving, high-growth company alongside engineers and technical teams
The confidence to engage with technical subject matter and explain complex products to a wide range of audiences
The ability to operate with high ownership and autonomy from day one
Legal right to work in Norway at the time of application, or a clear and realistic route to obtaining it
Likely requirement to hold, or be willing and eligible to undergo, Norwegian security clearance
Nice to have: Understanding of deploying AI solutions in defence contexts
Nice to have: Experience selling AI or machine learning solutions in regulated environments
Nice to have: Familiarity with responsible AI, defence AI ethics or assurance frameworks
Nice to have: Awareness of export controls, security requirements and information-handling constraints relevant to defence work
Nice to have: Knowledge of Norwegian and NATO interoperability challenges across heterogeneous autonomous systems and sensors
Nice to have: Familiarity with the Trondheim autonomy and drone ecosystem in addition to the Oslo and Kongsberg establishment

Core Competencies

Demonstrates expertise in business development and strategic engagement within the Norwegian defence sector, with a strong focus on stakeholder relationship management, partnership structuring, and market access strategies. Capable of translating market insights into actionable product recommendations while effectively collaborating with technical teams.

Highest-signal resume keywords