Head of Global Partnerships & Alliances

Head of Global Partnerships & Alliances

Antarctica · Mumbai, India (Hybrid) · Full-time · Posted 2026-04-04

Workplace: hybrid

Department: Business Development

Description

Antarctica is a deeptech company building enterprise-grade observability for AI and IT systems, on a mission to drive the technological shift and make sustainability the cornerstone of innovation.

Modern enterprises operate technology they cannot measure. AI workloads span training, deployment, and production. Cloud resources move between providers. Applications consume compute at different rates. Physical assets degrade over time. Yet governance, finance, and sustainability teams need unified visibility that fragmented monitoring tools cannot provide.

Our platform delivers real-time measurement of cost, energy consumption, and carbon emissions across cloud, infrastructure, end-user devices, applications, and AI inference workloads, all derived from our proprietary measurement models.

Our clients are institutions that operate at scale and cannot afford to be wrong: mid-size and large enterprises, AI-driven companies, financial and industrial conglomerates. They rely on Antarctica because the data we produce is precise enough to drive operational decisions in real-time, defensible enough to survive an external audit, and material enough to inform board-level strategy.

We are at an inflection point. The market is forming around us. We are looking for the person who claims it.

The Role

Antarctica's measurement methodology — the One Token Model and its derivative models — is not just a product. It is an intellectual asset that can be embedded, licensed, co-developed, and recognised at a global standards level. This role exists to make that happen.

As Head of Global Partnerships & Alliances, you own the entire external alliance architecture of the company. You build the ecosystem that carries Antarctica's methodology into markets, organisations, and regulatory frameworks that direct sales cannot reach alone. You sit at the intersection of R&D and commercial strategy, translating scientific and methodological rigour into partnership structures that create measurable, lasting value for both sides.

You report directly to the CEO, at full parity with the Head of Business Development. Where the BD function closes direct revenue, you build the indirect channel, the co-development agreements, and the institutional alliances that multiply Antarctica's reach and credibility globally.

This is not a sales role. The right alliance can be worth more than a hundred direct deals, and you understand that.

What You Will Own

• Design and launch Antarctica's partner program across boutique consulting firms and large global SIs and advisory firms, with defined collaboration scopes and commercial models for each track
• Open and advance formal conversations with large consulting firms toward structured partnership agreements and generate qualified pipeline through partner-sourced introductions
• Build alliances with cloud hyperscalers and FinOps, GreenOps, and ESG platform providers where Antarctica's measurement layer adds defensible depth to their existing offerings, with mutually beneficial arrangements covering IP, data access, and revenue
• Represent Antarctica in global standards bodies, certification frameworks, and regulatory working groups to position our models as reference methodologies in their respective domains
• Manage and grow relationships with academic institutions and research organisations globally, ensuring Antarctica's methodology is continuously validated and externally recognised
• Work in close coordination with R&D to ensure every external alliance reinforces the scientific integrity of Antarctica's core models
• Maintain a consolidated partnership pipeline across all tracks with full visibility on status and next actions, and work closely with the Head of Business Development to align on rules of engagement across direct and indirect channels

Requirements

• Demonstrated experience building and managing multi-track partnership programs — commercial channel, technology alliances, and institutional or academic relationships simultaneously
• Comfortable operating at the intersection of R&D and business development — you can hold a substantive conversation with a data scientist and a managing partner in the same afternoon
• Deep understanding of how large consulting firms, system integrators, and technology platforms make partnership decisions — you know how to move from first conversation to signed agreement
• Familiarity with standards bodies, certification frameworks, or academic partnership structures — you understand that credibility is built differently from revenue, and that it matters just as much
• Existing relationships within global consulting firms, cloud hyperscalers, ESG platforms, or sustainability-adjacent technology ecosystems
• Fluent in both the European regulatory environment — CSRD, EU taxonomy, ISO frameworks — and the Indian enterprise and institutional landscape
• Strong written and spoken English — you represent Antarctica in rooms where precision of language reflects directly on the company's scientific credibility
• 8 to 14 years of experience, with meaningful time in alliances, partnerships, or business development roles in a technology or research-adjacent context
• Mumbai-based with the understanding that the role involves significant international engagement
• Prior exposure to FinOps, GreenOps, cloud cost management, or ESG reporting ecosystems and experience negotiating co-development or IP licensing agreements is a plus

Benefits

What Antarctica Offers

• Direct line to the CEO and genuine influence over Antarctica's global positioning and alliance strategy
• Meaningful equity participation reflecting the seniority and foundational nature of the role
• The opportunity to build the ecosystem around a proprietary methodology at the precise moment it is gaining international recognition across regulatory, academic, and commercial spheres
• An intellectually serious environment at the intersection of deeptech, climate policy, and enterprise software

Recruitment Process

We run a focused, four-stage process designed to respect your time and ours.

1. Written application. A brief note describing describing one partnership or alliance you built from scratch, what made it structurally sound, and why Antarctica's scope is the right context for the next chapter of your work. This is your first and most important step. If you don’t apply through our website (the easiest way), make sure to include this letter along with your resume through the portal you apply from and if the option is not available, send your note separately at [email protected]. On AI: we don't disqualify letters written with AI assistance. We disqualify letters where AI did the thinking. If you used a model to organise your ideas, sharpen your framing, or move faster, that's a tool, and we respect it. If the challenge, the numbers, the failures, and the reasoning are genuinely yours, say so. If they're not, we'll know.
2. Introductory call with the team (30 mins) : a conversation about Antarctica's ecosystem, your read on the partnership landscape, and how you think about building alliances.
3. Commercial case exercise : a real scenario from Antarctica's context. You will present how you would structure and approach a specific partnership opportunity.
4. Structured interview with the founders (60 mins) : grounded in what you have actually done: alliances built, agreements negotiated, and how you operate across R&D and commercial functions.

Reference calls with a former client and a former colleague close the process.

Headquarters

Our offices are located in the historical part of Mumbai, India, exactly 5 minutes walking-distance from CST Station, an incredibly beautiful UNESCO World Heritage Site and 15 minutes walking-distance from Churchgate Station. Situated next to both a Parsi and French coffee shops, our offices have large French windows with ample light coming inside, from which you can observe parrots and kites flying in the surrounding centenary trees. We’ve used teak wood and marble for our furniture, and we display lovely artworks on our walls. Not that any of these matter for your application, but we do like the idea that you'd like to settle in Mumbai ;)

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