Senior Director, Channels
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Job Description
Channels Chief leading global channel strategy at Wind River. Designing, scaling, and executing channel programs for driving $100M+ contribution in software solutions.
Responsibilities:
- Define and own the global channel strategy for all segments: Telco, Automotive, Industrial, Aerospace & Defense, Enterprise.
- Build and manage a portfolio of high-impact channel partners—GSIs, VARs, distributors, cloud alliances, OEMs—aligned to WRCP, eLxr Pro Linux, and VxWorks.
- Drive channel-sourced and channel-influenced ACV with a target of $100M+ annual ACV contribution.
- Own the global Channel Program, including tiers, incentives, rebates, co-marketing, deal registration, and MDF.
- Partner with Industry Leaders, Geo VPs, Product, Marketing, and Services to build integrated plays and ensure execution.
- Build a global partner enablement engine (training, certification, solution toolkits, sales playbooks).
Requirements:
- 15+ years in global channel leadership, partner sales, or alliances at scale within software, cloud, Linux, telco, or industrial tech.
- Proven track record driving $100M+ in channel-led ACV.
- Strong operational builder with experience in channel program design and global execution.
- Demonstrated success forming and scaling multi-year strategic partnerships.
- Comfortable operating in complex, matrixed, global environments.
Benefits:
- health insurance
- dental
- vision insurance
- life insurance
- flex time off
- eligibility to enroll in 401k
- 12 paid holidays
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