Partner Manager - Product Partnerships

Janes•Arlington, VA

1d•Hybrid

About The Position

Janes is seeking a proactive and commercially minded Product Partnerships Manager to lead Janes highest-value partnerships. This role is central to advancing Janes strategic goal of embedding our data into the platforms and workflows our customers already use. Reporting to the Executive Director of Global Partnerships, you will be responsible for identifying, developing, and managing relationships with global technology companies that are investing in joint product development, co-sell opportunities and OEM integrations with Janes data. You will drive both product and go-to-market collaboration, ensuring each partnership is positioned for long-term mutual success. Janes is the leading provider of timely, verified, validated, unbiased and relevant foundational military intelligence. The data is used for a range of use cases including as a critical input into situational awareness intelligence assessments, operational planning, personnel readiness and logistics. Janes core offering is a recurring subscription service including both an online web-portal and API solution that enables customers to view, collate, analyze, and download the world’s largest collection of foundational data, intelligence, and news. In December 2019, Montagu completed the acquisition of Janes from IHS Markit. Janes is now a standalone business of scale, led by CEO, Blake Bartlett, growing at double-digit growth rates. The Business has transformed from its heritage in publishing to a digitally driven, data, information and intelligence provider with a market leading AI-enabled technology backbone. Janes data is now interconnected in a unique knowledge graph (with 190m+ assured connections), leveraging a proprietary defense data model and ontology, which can be integrated with customer data into high and low side systems. Today, Janes is at an inflexion point, where after investment in GTM, product and technology, the Business is poised to accelerate growth by embedding its data into customer systems through a combination of direct sales, partnerships and M&A, across the 5eyes and NATO. In order for Janes information, data and insight to be seamlessly integrated into the fabric of our customers’ systems and workflows, we will increasingly rely on strategic partnerships with leading commercial off-the-shelf (COTS) technology providers. These partnerships enable: Faster time-to-value for our customers Accelerated sales through access to partner install bases Creation of embedded, co-branded solutions that partners take to market on our behalf To date, Janes technology partnerships have developed organically. As we enter a more strategic growth phase, we are building a focused partnership function — starting with the Product Partnerships Manager role — to lead, develop, and scale relationships with global technology providers aligned with our product and customer strategies.

Requirements

2-5 years of experience in partner or business development roles within the technology or defense sector.
Strong relationship-building skills, with experience managing partner relationships
Excellent verbal and written communication skills, including the ability to deliver compelling presentations to partners and internal stakeholders
Industry expertise and networks within the defense and national security technology ecosystem, especially among Janes target partner base

Nice To Haves

Experience with existing Janes partners IBM, Esri, BAE or Seerist is a plus.

Responsibilities

Deliver a defined Partnership-related ARR goal, ensuring that partnerships deliver long-term, sustainable and highly recurring new revenue streams for Janes
Lead engagement with selected product partners, participate in joint business planning and execution
Build and maintain strong partner relationships with regular communication, support, and alignment on shared goals
Execute commercial agreements and go-to-market frameworks
Coordinate joint product demos, partner enablement, and field engagement with Janes sales teams
Monitor and report on partnership performance, including sales impact and joint development milestones
Represent Janes at key industry events to strengthen brand presence and develop new relationships